Prospecting for High-Net-Worth Clients

Posted by Brian Glazer, ChFC®

August 7, 2019 at 1:30 PM

High-net-worth investors (HNWIs) typically have liquid financial assets (e.g., cash on hand or an asset that can be readily converted to cash) of between $1 million and $5 million. And ultra-HNWIs have more than $25 million in liquid assets. These groups are highly desirable clients, especially if your firm is in growth mode. Acquiring an HNWI or ultra-HNWI could put you well down the path to reaching your goals for the year. But how do you go about prospecting for high-net-worth clients?

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Topics: Marketing

Identifying Investment Opportunities: How the Experts Do It

Posted by Chris Stuart, CFA

August 6, 2019 at 10:00 AM

One of the hardest tasks for advisors is identifying investment opportunities for your clients that check the right boxes. Sure, names like Apple, Microsoft, and Facebook seem like a safe bet. But it’s the diamonds in the rough that can elude even experienced investment professionals. So, where do you begin when it comes to sourcing fresh ideas?

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Topics: Asset Management & Investing

Managing Risk in Your Client Relationships

Posted by Matt Nakamura

July 31, 2019 at 1:30 PM

As a financial advisor, the ability to identify potential risks to your firm is critical. Some risks, like client complaints and regulatory reviews, are inherent in the financial services industry. And when it comes to client relationship management, you’ll find risks you can control, as well as those you can’t.

Fortunately, there are a few simple steps you can take to be more successful in managing risk in your client relationships:

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Topics: Compliance

10 Best Practices for Developing a Human Resources Strategy

Posted by Angela Sarver

July 30, 2019 at 10:00 AM

When you hear the words “human resources,” do you want to run for the hills? If so, you’re not alone. For many advisors who have gone the independent route, human resources is often where they have the least experience. But when you have the right employees, doing the right jobs, you can create a more efficient, profitable, and scalable practice. So, to help you tackle this important facet of your business, I’ve compiled a list of 10 best practices for developing a human resources strategy.

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Topics: Practice Management

10 Long-Term Care Questions to Ask Your Clients

Posted by Ethan Young

July 24, 2019 at 1:30 PM

When it comes to contemplating our own mortality, most people would prefer to continue whistling by the graveyard. And talking about the health issues we may endure if we live to a ripe old age? Not a pleasant topic of conversation either. Despite that, having these sorts of discussions with your clients is an absolute necessity. What if Jane falls and breaks a hip and can’t recover the way she used to? What if Elizabeth develops Alzheimer’s? What if Charlie lives to 100, but requires a nursing home or round-the-clock at-home care for the last 15 years of his life? One of your key roles as an advisor is to ensure that there's a plan in place to protect your clients' retirement savings from these potentially costly medical expenses.

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Topics: Risk Management

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