Sales and Marketing

A run-down of the stories in this issue, including how shifting demographics can open new markets; the special needs of gay and lesbian couples; a look at dividend stocks; and Merrill Lynch's deferred compensation settlement.

Advisors are helping gay and lesbian clients face the unique barriers to achieving their financial goals.

Developing a vision and a plan for your business takes focus, collaboration and consistency. And it's how the best performers enhance their success.

More than four in 10 investors (41%) view themselves as "very inexperienced" with investing, up from 27% last year.

As PenFed moves investment program back to former third-party marketer CFS, it sets sights on previous AUM mark of $250 million.

Planners who structure their practices in a way that compels their best clients to mention them to friends and family will enjoy a steady stream of right-fit business.

Advisors should work to become the first name people in a particular market think of when they need a certain type of product, service or expertise. Being a "local/vocal name" can set you apart from other financial advisors and help you gain market share, according to marketing expert Marie Swift.

A few simple steps will help you meet the money management needs of each customer.

European sovereign debt concerns and the U.S. debt-ceiling debacle spurred market volatility, pushing investors toward index-based equity funds.

The experience is aimed at strengthening client's ties to their advisor and trust in the firm