Channel Surfing: Best Managers at the Wirehouses

Lee Conrad
May 31, 2013

The best bank managers and best wirehouse managers have a lot in common. While each has the distinct flavor of their respective channels, they are very similar in spirit.

The Good, the Bad and the Ugly in the Bank Channel

Lee Conrad
April 11, 2013

Wealth management, broadly speaking, is seeing impressive growth. But “broadly speaking” is a frustratingly vague term and most of your clients are not among the economic winners of late.

Road to BISA: Editor’s Choice

Lee Conrad
March 8, 2013

BIC Editor Lee Conrad outlines the conference sessions that piqued his interest.

Social Security: Changes and Challenges

Lee Conrad
February 28, 2013

The Social Security System will be a significant source of retirement income for anyone over the age of 40. And it most likely will continue for decades, provided it gets tweaked and changed along the way. But that’s an important caveat. It needs to be changed.

Social and Secure, Just Misunderstood

Lee Conrad
February 21, 2013

There is a lot of misinformation and misconceptions about Social Security. With the right knowledge, you’ll be able to help your clients as they struggle with their own fears of outliving their money.

Morningstar Offers a New Contrarian Investment

Lee Conrad
May 9, 2011

Willie Keeler and Robert Frost knew the importance of “hitting ‘em where they ain’t and A Road Not Taken—Will your clients embrace the same ideas?

Managing The Cross Sell

Lee Conrad
April 29, 2011

Cross selling is really important, but most banks still aren’t doing it very well.

How Can Banks Conquer the Mass Affluent Market?

Pamela J. Black
March 25, 2011

While half of U.S. banks are aware of the opportunity with mass affluent investors and are busy enhancing their online capabilities, the other half believe they distinguish themselves from the Charles Schwabs of the world with in-person advice.

Showing Management the Value of Brokerage

Pamela J. Black
March 18, 2011

How can advisors take advantage of opportunities created by limitations on fees and transactions? Program managers at BISA’s bank broker-dealer breakout session presented some interesting answers. “Banks are struggling with where to get more revenues because of fee reductions,” said Rob Comfort, head of Huntington Investments. “This gives us an opportunity to play a prominent role.” …

Licensed Platform Reps: It’s a No Brainer

Pamela Black
March 4, 2011

“More banks do not have licensed bankers than have them,” according to recruiter Rick Rummage. “Every bank should have them and license them.”

The Liquidity Premium

Pamela Black
February 18, 2011

Most people don’t think about it, but there is a liquidity premium on publicly traded securities just as there is a risk premium, yet most only think about it in the case of extremely illiquid assets such as private equity.

What Women Want

Pamela Black
February 11, 2011

Women want a quality relationship with their advisors that involves interpersonal, relationship-driven factors. What does that translate into in your practice? It starts by listening.

Where to Invest In Bonds In 2011

Pamela Black
February 8, 2011

If interest rates can only go up from here, shouldn’t you minimize your exposure to bonds? Not according to Zane Brown, a fixed-income strategist from Lord Abbott who addressed a crowd of advisors at the IMCA New York Consultants Conference.

Strong Prospects In Global REITs

Lee Conrad
February 4, 2011

The U.S. has the most REITs, but the emerging markets are drawing more interest from investors.

Thinking Negative to Get Positive Results

Pamela Black
February 4, 2011

Getting to the next level is the biggest challenge for advisors. Here's a unique approach to the age-old conundrum.