Client acquisition

Existing clients and contacts can activate a fire hose of new revenue, so why do advisors shy away from the practice?

“Ozark,” “Ballers,” “The Wolf of Wall Street” and “Trading Places” are fun to watch, but they bear nearly no resemblance to the day-to-day work of financial advisors.

Robo-advisors, micro-investing are making the old ways of doing business obsolete.

Attracting them means knowing what’s really important (hint: it’s not retirement).

This technology allows for a guided, rather than a one-sided, planning experience.

Too many advisors self-sabotage their referral process.

Few Americans have coverage today even though most will need it after they turn 65, LIMRA says.

Step 1: Attract Gen X and Gen Y clients. Step 2: Reach their baby boomer parents.

The mostly white and male financial services industry has been glacially slow to adapt to a country — and client base — that is becoming increasingly non-white and female.

Advisors need all they help they can get retaining clients. That's where technology comes in.

More than $2 trillion of billionaire fortunes will change hands, according to a new study by UBS and PwC.

Excelling in these qualities can help a firm deliver a consistently strong experience.

There may be a silver lining to be found despite this challenging situation.

"Know your audience" is more than a mantra, it's key for planners looking to specialize.

Communicating about life goals and managing expectations will be crucial to how planners advise the next generation of clients.

The advisor of the future will be less concerned with product sales and more focused on holistic planning.

Don’t ignore the costs and time of getting new business.

Custodian Trust Company of America helps RIAs create their own automated offerings.

A multi-step strategy is vital for winning, servicing and retaining business, John J. Bowen Jr. says.