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Summary: Earlier this year, I wrote a column titled “You Might Be a Salesperson If…” in which I described some traits of planners whose primary activity is sales, rather than advice. I was surprised by the vehemence of the emails and online responses from people who first self-characterized as salespeople based on what I wrote, and then objected to my depiction of them.
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Summary: While it’s clear that technology for personal finance has shifted in ways we couldn’t have predicted three decades ago, the foundation of success in our industry relies on one thing, and it’s old-school: solid financial planning.: While it’s clear that technology for personal finance has shifted in ways we couldn’t have predicted three decades ago, the foundation of success in our industry relies on one thing, and it’s old-school: solid financial planning.
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Summary: Instead of engaging in an analysis of all the qualitative and quantitative benefits that the technology can offer their practice, the extent of their examination tends to begin and end with the question, "What's it going to cost?"
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Summary: A street-smart adviser has to rely on his or her gut and a repeatable process for discerning the trouble client from a merely high-maintenance one. Here are some ideas that could keep an ethical adviser away from an arbitration panel because of a bad client.
