Practice

Advisors too focused on the wealthy, study says Fallback Image Decorative pattern

Planning and Advice

Advisors too focused on the wealthy, study says

Advisors who are constantly aiming for that prized catch to boost their book of business are fishing in the wrong pond, a new study suggests. Forrester Research says advisors should look to the mainstream if they want to net some new business.

By Mark Brown |April 5, 2006

3 min read

The Power of Three Fallback Image Decorative pattern

Planning and Advice

The Power of Three

(April 2006) Everyone has a story — if you’re in sales, you need to be able to tell yours with clarity, passion and brevity. Can you? We live in a world saturated by communications, yet the majority of advisors today speak and write less effectively than ever. Overwhelmed with information, they try and cut through […]

By Jim Gray |April 3, 2006

3 min read

Bleaching out breach Fallback Image Decorative pattern

Planning and Advice

Bleaching out breach

(March 2006) Though they often make great business sources, mixing friends and family with your practice requires caution. You’re mistaken to believe these trusted clients might never consider launching a complaint against you, when in fact some of these relationships have been known to display a dark side — especially visible if the client loses […]

By Ellen J. Bessner |March 28, 2006

3 min read

Timely template letter: Keeping in touch at statement time Fallback Image Decorative pattern

Planning and Advice

Timely template letter: Keeping in touch at statement time

(March 2006) Your clients should be receiving their quarterly statements within the next month. This is an excellent opportunity to touch base and talk to them about short-term volatility and long-term growth. Send this template letter to clients to show you are thinking of them. Dear [Client’s name], If you haven’t received them already, the […]

By Staff |March 21, 2006

2 min read