This article was written for financial services sales professionals affiliated with Interbay Funding. It explores some of the basic tenants of affinity selling, why it makes sense and the value it brings to the sales equation.
If you are not sure how you feel about the economy, you at least take the temperature of your peers. A group of advisers is becoming the financial world’s answer to the Nielsen families resulting in the Advisor Confidence Index.
Is the popular model for levying fees, a percentage of assets under management, really right for financial advisors? Some fee only advisors are charging extra for certain services, earning fees, and getting recognition for value they add.
Is there any way to “fire” a client nicely? Developing skills in pruning clients can be every bit as important as developing the skills to bring them on.
Training and education technology that has been de riguer in other industries is just now making an appearnce in financial planning. In a regualted business for which one new regulation is promulgated every seven days, access to training can be vital.
A survery of more than 5,000 reps from LEL financial services reveasl a curious trend. Increasingly, planners want fewer, not more customers. Why? Because, in the ver popular high net worth space, less is more.
Substantial changes to the federal estate tax laws enacted in 2001 under the Economic Growth and Tax Relief Reconciliation Act (EGTRRA) have upset the delicate balance between state and federal estate tax liabilities. T. Rowe Price asked me to write a short article which described for investors the possible new tax liabilities which they may face as a result of the schism on estate taxes between state and federal authorities.
Inside the E&O Crisis: Errors and omissions coverage has become prohibitively expensive–when it’s available. Here’s how the situation effects brokers and wealth managers.
For financial planners, home office can offer a lot of convenience, but it makes a definite statement.
Compensation in financial planning is shifting toward salary plus incentive compensation, with tied to specific objectives. Sound tricky? It is.