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Summary: A couple of decades ago, estate-planning attorneys might have gotten by with a legal assistant or two. Today, you may need an army to provide excellent client service. I prefer to call my colleagues and assistants our estate-planning “team”.
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Summary: Niche markets for advisors are much more than just a tactic promulgated by marketing consultants. While competition from increasingly large numbers of advisors make niche marketing an attractive client acquisition strategy, advisors who work in niches say that having a market focus also makes them more effective, efficient and profitable.
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Summary: The insights gleaned from visits with clients and prospects—and in many cases, key members of their staff—are invaluable and cannot be replicated in phone conversations, email exchanges or video conferences. Face-to-face interaction is the most powerful and memorable way of connecting with others, and while in-person visits do not scale well and are limiting in a sample set, their interaction, information exchange and subtle nuances reveal a layer of perspective that is otherwise lost.
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Summary: Many of us use a traditional risk tolerance questionnaire. We use this questionnaire in an effort to protect clients (and our firms) from too much, as well as not enough risk, depending on the situation. But using a simple risk tolerance questionnaire has its challenges.
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Summary: Mark Tibergien, CEO of Pershing Advisor Solutions, shares his thoughts here on how he believes the industry will evolve over the next 10 years.
