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Summary: All investors are looking for the ‘Perfect Advisor,’ but for some reason, many never find them. It’s no wonder, if even some of what I’ve heard investors want in their ‘perfect advisor’ is true! Allow me to elaborate.
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Summary: Advisers work hard to get their clients and professional contacts to recommend their services to others. They sometimes don't focus enough on another key source of referrals: their staff. Not just junior advisers but administrative assistants and operational staff all can play an important role in identifying and developing new leads. To get them really involved, "firms should create a referral culture," says Jylanne Dunne, senior vice president of practice management at Fidelity Investments in Boston.
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Summary: Presentations have become increasingly important marketing tools for top advisors — but they still strike fear into the hearts of many. At my firm, CEG Worldwide, we have been using both in-person and Web-based presentations successfully for years to reach out to our ideal prospective clients, and we now coach elite advisors on how to use them as well.
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Summary: Ballentine Partners is among the fastest-growing RIAs in the country, and it's one of the few that has built its business organically and without relying on institutional clients to juice its assets. In the past four years, the Waltham, Mass.-based multifamily office has nearly doubled assets under management to $4.8 billion, from $2.5 billion in 2010. In the last year alone, it increased AUM by 25%, according to data collected by InvestmentNews.
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Summary: Most people don’t make very good decisions about their own financial assets, as studies of the human brain have found. A new white paper from First Clearing and Cannon Financial Institute looks at some of the basic principles of neuroeconomics, the study of how people make financial decisions, and how advisors can use those principles to improve client service and communication.
