Blog Entries by Scott Martin, Senior Editor,

Want More From Your Technology? Don’t Stop at the Screen

By Scott Martin, Senior Editor, on Tuesday, July 17th, 2012

New survey shows that getting all the systems to work together is the top technological challenge advisors face. But simply bolting the passwords together won’t cut it. From all the buzz I’m hearing, systems integration is a hot topic among advisors right now. Let’s get ahead of the curve and talk about what exactly it means for your office...Read More »

Using Influencers to Land New Trust Accounts

By Scott Martin, Senior Editor, on Thursday, June 28th, 2012

Many trust companies have more success marketing their services to the professionals who already have the ear of wealthy clients. Lawyers, investment advisors, accountants, even art appraisers are all worth adding to your network...Read More »

Retirement Portfolios Need Closer Monitoring Than Ever

By Amy McIIwain, President, Financial Social Media on Wednesday, June 20th, 2012

Amy McIIwain, President, Financial Social Media

Baby Boom clients still require active investment advice in the new retirement landscape. The challenges they face today still represent huge opportunities for advisors willing to work longer and harder. Now that Baby Boomers are hitting retirement age at the rate of 10,000 people a day, the moment the industry pundits promised us a decade ago is here...Read More »

How to Land Celebrity Clients

By Amy McIIwain, President, Financial Social Media on Wednesday, June 13th, 2012

Amy McIIwain, President, Financial Social Media

Truly marquee-worthy clients like Lady Gaga add more than AUM. If you can figure out what makes them tick, the experts say you can parlay one household name into a high-powered referral machine. It really boils down to the way fame works, the star trackers say...Read More »

Unsettled Markets Demand Full-Spectrum Risk Management

This summer is already starting to feel a lot like last year. If you’re not already watching every aspect of your clients’ finances, the time to start is now...Read More »

Clients and Prospects Love Their Tablets Too

Mobile computing is a lot more than taking the back office on the road. Advisors who get their brand on other people’s iPads have a lot to gain...Read More »

Catch the Warning Signs of Clients Ready to Leave

By Amy McIIwain, President, Financial Social Media on Tuesday, April 24th, 2012

Amy McIIwain, President, Financial Social Media

Every advisor dreads the notion that his or her clients are looking to go elsewhere. And with 40% of investors thinking about making a move even though the market is nominally rising, nobody can afford to simply let them go. But by the time they’ve made up their minds to tell you, it’s usually too late to convince them to stay. Instead, the time to be alert for red flags is well before the formal relationship ends, forensic accountants say...Read More »

We Know Clients Love "Holistic" Advisors, But What Does That Mean?

By Scott Martin, Senior Editor, on Tuesday, March 13th, 2012

It’s one thing to divide the industry into advisors who give their clients a 360-degree view and those who don’t. Positioning yourself as one of the must-have relationships takes a little more work. At this point, everyone in the wealth management business is aware that investors would rather work with an advisor who exceeds the minimum expected level of service. As ByAllAccounts and the advisor benchmarking gurus at Paladin Registry discovered a few weeks ago in a national survey of investors, clients are increasingly inclined to move their assets if they find an advisor who goes an extra inch, much less an extra mile...Read More »

Frustrated Investors Are Firing Advisors Who Don’t Provide 360-Degree Service

By Scott Martin, Senior Editor, on Tuesday, January 24th, 2012

Big opportunities for wealth managers looking to gain referrals and add to their assets -- as long as they can keep their current clients happy. Years of Wall Street scandals, fiduciary failures and a sagging market have gotten under the skin of wealthy Americans. According to a recent survey, a full 60% of investors are currently considering firing their advisor and 44.7% have already terminated a relationship with an advisor in the past -- interestingly enough, the exact proportion giving referrals. These numbers reveal that if advisors are looking for an average of 16 new clients this year, they’re going to get them from each other -- and that they’ll have to fight for every prospect...Read More »

Efficiency-Starved Advisors Are Embracing “Single Dashboard” Approach

By Scott Martin, Senior Editor, on Wednesday, January 18th, 2012

Far from liberating the industry from time-wasting distractions, technology is actually getting in the way of the real business of working with clients and generating revenue. But some see the pendulum swinging back. It looks like the high-tech revolution has finally hit a pain point in the financial industry. Advisors are grumbling about too much switching between too many programs, none of which talk to each other. Their desktops are too crowded and their resources, they feel, are stretched too thin...Read More »