Thought Leadership
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Long the underdogs, female advisors are actually winning in two important categories, a study based on $3.5 trillion of AUM shows
Added on November 2013 in Thought Leadership
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Summary: Despite finding themselves in a sometimes inhospitable male-dominated profession, female advisors are capturing the lion’s share of the nation’s increasingly higher earners — women — and winning a higher average account overall.Just 12% of the investment advisory workforce comprises women, but the typical female advisor counts more women as clients and a higher average account in such households than their male counterparts, according to a new study by PriceMetrix Inc
Behavioral Selling for Sales-Shy Advisors
Added on November 2013 in Thought Leadership
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Summary: Financial advisors, independents particularly, are often reluctant to even talk about sales, feeling the subject undermines their professional ethos as investment experts.Business development consultant Beverly Flaxington says an improved mindset and techniques can fundamentally boost revenue. The principal of The Collaborative, a consulting firm focused exclusively on financial advisors, frames the sensitive topic of sales.
5 Prospecting Methods That Really Work
Added on November 2013 in Thought Leadership
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Summary: It’s no surprise that prospecting is the No. 1 challenge advisors face, year after year. When, as part of National Underwriter’s recent Independent Producer Study, we asked about the most challenging aspects of selling insurance products, 55 percent of respondents named prospecting as their top trial.
Guidelines for Building a Solid Practice Niche
Added on November 2013 in Thought Leadership
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Summary: Niche financial-advice firms focus on clients they like, build skills that they can use across entire client bases and, through success with a particular constituency of clients, forge lasting client relationships and a steady flow of reliable referrals, according to RIA Central. Nicheless advisors should look at their books of business to identify clients they like best.
A Genogram May Give Financial Advisers Insight Into Clients
Added on November 2013 in Thought Leadership
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Summary: As financial advisers, we often get so wrapped up in constructing and implementing structures to pass money on to the next generation that we forget about family dynamics and the generational patterns that exist. If we don't understand some of those dynamics, however, our best-crafted plans could fail.Using a genogram to map a client's family history helps identify financial patterns and values over generations. A genogram looks like a family tree, but it also provides detailed information on family relationships.
