Recent Stories From This Author
May 1, 2013
Bank customers are staying away in droves as they do more business online. Here's what advisors can do to combat lighter foot traffic at the branch.
April 1, 2013
Fear can be a powerful emotion and drives many bad decisions — don't let your career get sidelined because you let logic fly out the window.
March 1, 2013
As the banking industry continues its consolidation trend, advisors will increasingly find themselves in search of greener pastures for themselves and their clients.
January 1, 2013
Most people don't set specific goals for their careers or their lives and each year turns out like the last. Don't fall into that rut-life is too short to be mediocre.
December 1, 2012
The average production at wirehouses is 40% higher than that of banks, and yet those advisors don't have an existing customer base. Why is that?
November 27, 2012
No matter who you are, interviewing for a job can be stressful, but why? There are a few reasons and the stress makes sense when you analyze them.
November 1, 2012
Your clients may not fully understand their motivations—but as an advisor, you need to delve further into their psyches.
October 1, 2012
Eliminate the surprise of taking a new job that's not a good fit - your due diligence will help make your next move a fulfilling one.
August 1, 2012
First rule of thumb - it will cost you. The days of the service-driven model are over and banks will not be able to capture wallet share by going cheap.
July 1, 2012
The potential for internal referrals is the best aspect of working in the bank channel, but most advisors aren't getting the most out of it.
June 1, 2012
You can teach classes, you can advertise or you can flat-out buy new clients. But whichever strategy you take, you need to be committed because it's not easy.
May 1, 2012
Many advisors will say they grow via referrals. Fine, but how often do you really get a big referral? In the meantime, here are some other ways to grow your practice.
April 1, 2012
If you want to succeed and grow as a financial advisor, you must first understand the psychology of sales.
February 1, 2012
Do you have the skill set to become an independent? More to the point, are you sure that's even what you want? It's not for everyone.
December 1, 2011
Sell your client on you and your incredible advice instead of your firm—loyalty should lie with you
October 1, 2011
Your personality type has to match the job's requirements, which are varied and likely to change over time.
September 1, 2011
When it comes to compliance, no one should be hired until they spend a minimum of one year as an advisor. This way they will truly learn how hard it is when dealing with various personalities and all the unique client situations.
September 1, 2011
There are so many career options today that it can be overwhelming—and far fewer sources of credible information.
July 1, 2011
Knowing your personality, and your client's, is a start but it's not enough—you also need to know the chemistry.
June 1, 2011
When advisors leave a wirehouse, they take most of their books. But there is still plenty left to dole out, and over the years it adds up.
