Prospecting

How rich prospects test you socially

You socialize with high-calibre members of your local community, and you think you’re a short step away from adding them to your book. What could go wrong?

By Bryce Sanders |June 24, 2013

3 min read

Industry

When friends become clients

When a client becomes a friend, the rules governing the business relationship are in place. When friends become clients you need to position the rules of engagement with minimal disruption the friendship.

By Bryce Sanders |June 17, 2013

3 min read

Planning and Advice

Find and meet online prospects

Most advisors can’t move their online prospect relationships offline. That means they see no return on investment for their efforts, so they often give up on their social media marketing strategies. But that’s a mistake. In this article, I’ll show you how to transition your client relationships on LinkedIn since it’s the most effective network for advisors.

By Melonie Dodaro |June 14, 2013

3 min read

Industry

5 tips from top wealth managers

What makes top wealth management firms so successful? David Canter, an executive vice president at Fidelity Institutional Wealth Services, identifies five things top firms do to grow their asset base:

By Staff |June 14, 2013

1 min read

Turn awkward moments into future business

You meet someone on a plane or at a wedding, and she asks you what you do for a living. You tell her you're a financial advisor. She replies, “I already have an advisor.” What do you say to that?

3 min read