Advisor productivity: Separating the high performers from the rest (Part 2 of 2)
If you knew what personality traits were prevalent among high performers, how would you recruit differently? If you knew that a large portion of your sales force was offering price discounts below...
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Wealth transfer: Why it’s a more timely topic now than ever before
Inheritance boom—it’s a topic that we’ve been talking about for some time now and one that’s earning more and more ink in the media. For good reason. In reading a recent New York Times Magazine...
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Not your parents’ onboarding experience: Why wealth managers are redefining...
For wealth management firms, the proposition may sound simple: adapt to key trends by taking a broader, more client-centric view on the initial interactions that clients have with advisors. In...
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Transforming client onboarding: Wealth managers—do not pass go before...
So, it’s settled: your parents’ wealth management firm just won’t do in today’s digital age. Last week, I looked at how the future of advisory services is transforming. This week, I’ll explain how...
View ArticleAdvisors share the biggest challenges affecting them today
Technology has revolutionized the way financial advisors interact with investors, and access to information has raised their expectations for service quality, delivery and performance. At the same...
View ArticleVoice of the Advisor: Is digital really suitable for wealth management?
For years, many in the wealth management industry have questioned whether they need to tap into digital to be successful in the industry. Today, there is no question, digital is critical in advisory...
View ArticleVoice of the Advisor: Firms need to listen to newer advisors
In financial services, like most industries, it’s hard to ignore the voice of more experienced employees—but that’s not to say the voice of newer and younger advisors should be disregarded. In fact,...
View ArticleVoice of the Advisor: Are advisors living up to the value proposition?
If digital is important to investors, and advisors increasingly want to provide their clients with tools to make their lives easier, then what value do advisors bring to the relationship, especially in...
View ArticleVoice of the Advisor: Are firms ready to support the future of advisory...
There is no longer any question that digital is important in wealth management (it is!). The real question is, are firms doing all they can to support the future of advisory services? Initial findings...
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Voice of the Advisor: Infographic
Financial advisors are navigating significant industry disruption. Technology is driving higher client expectations, while firms are in operational and organizational transition, with advisors caught...
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Voice of the Advisor: Role of the Financial Advisor Has Changed Dramatically
No longer does the advisor serve as the sole conduit between the individual client and the investment community. The advisor is increasingly just one of several points of influence in the client’s...
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Voice of the Advisor: It’s Time for Wealth Management Firms to Respond
Last week, I shared with you just how significant advisors’ roles are changing. The results of our survey of 652 advisors in the United States and Canada say everything: the change is palpable. The...
View ArticleNew Year, New (Digital) Investments?
It’s that time of year again. The time when personal and professional goals are being revisited and business plans for the fiscal year ahead are beginning to move to execution mode. So whether you’re...
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Robo-advice: make it work for you
Lately, we talked about the strengths and weaknesses of robo-advice for wealth managers. This week, we’re examining how traditional wealth management firms can successfully incorporate robo-advice...
View ArticleBe on trend in 2016
As leading publication “Advertising age” acknowledges, recent Accenture acquisitions in the design and innovation space “…indicate a focus on forging bonds with chief marketing officers.”[1] I know I...
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The changing face of client onboarding
As everyone who works in wealth management or life insurance knows, your interactions with clients in the first three or four months are critical. The onboarding process sets the tone for the rest of...
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Get strategic about client onboarding
Last time, we talked about the changing face of client onboarding, how firms are beginning to view it less as an obligation and more like an opportunity. As you know though, there’s a big leap between...
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Digitizing the voyage of discovery
Read the report. A couple of my earlier blogs have already discussed the practical priorities around the importance of redefining the onboarding process. And although we explore the topic of discovery...
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“Getting to know you—getting to know all about you” (and the family)
Read the report. Are you satisfied your advisors really know your clients—well enough to carry the relationship on with a spouse or the next generation? Establishing strong relationships, founded on...
View ArticleBeing bold with blockchain
Alongside robo advice, one of the most commonly-asked questions I get from wealth management executives is “What should we be doing about blockchain?” My answer at the moment would be “watch and...
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