Practice

The life planning approach to prospecting Fallback Image Decorative pattern

Planning and Advice

The life planning approach to prospecting

Today’s new breed of advisor recognizes that the nature of the advisor-client relationship has changed, with discussions shifting from investment markets, products and performance toward life goal-setting, protecting the client’s future and life enjoyment. In light of this shift, we are taking a six-part, step-by-step look at ideas you can use to forge your 2003 […]

By Barry LaValley |February 24, 2003

6 min read

Hit the ground running in 2003 and keep going! Fallback Image Decorative pattern

Planning and Advice

Hit the ground running in 2003 and keep going!

(January 2003) You’ve thought about taking real steps this year to grow your book of business. So what are you waiting for? The year is brand-new, and now is the time to hit the ground running. Here are some thoughts about marketing techniques that can help you grow your business both in the short and […]

By Martin R. Baird |January 17, 2003

4 min read

Outside help: Building your own professional advisory board Fallback Image Decorative pattern

Planning and Advice

Outside help: Building your own professional advisory board

(February 2003) Imagine this scenario: A client calls with a tax-related question. You think you know the answer, but ask your client to give you a moment while you speed-dial one of your professional advisory board members — a tax specialist — who, because of your ongoing relationship, comes to the phone immediately. He not […]

By W. Lloyd Williams |January 17, 2003

4 min read

Your business: Making it policy Fallback Image Decorative pattern

Planning and Advice

Your business: Making it policy

(January 2003) Determining your client’s risk tolerance and suitability for certain investments is key to the client-advisor relationship, yet according to our first Annual Dollars & Sense Survey only 15% of advisors use investment policy statements (IPS). “I’m surprised at the number of advisors who don’t use them,” says Dan Brintnell, president and co-founder of […]

By Jennifer McLaughlin |January 17, 2003

3 min read