Referrals

Organizing meetings with a client’s other advisors can impress outsiders and spark more business.

Not every referral will turn into a worthwhile client, so savvy screening makes sense.

How to get them to offer unsolicited praise in a social setting.

Playing nicely with CPAs can help advisors land new clients.

Don’t be too ‘salesy,’ but rather highlight advice and expertise.

Some advisors set up expectations during the onboarding process.

In order to gain the most referrals, it is no longer enough to just cultivate a niche.

As a generalist, advisor Jim Marquardt avoids cultivating a niche and reaps referrals in the process.

Doing something an advisor loves can bring in more clients than a slew of promotional meetings.

Don’t forget the process of connecting on a holistic basis.

Advisors who differentiate themselves may land business as a byproduct of their unique approach.

Discussions about cognitive impairment and end-of-life issues might be difficult, but they need to happen, and could yield an upside for the advisor's practice.

Surviving spouses will require hands-on help from their advisors to get important tasks done -- before and after a loved one's death.

Regulators will be paying close attention to whether advisors properly safeguard the interests of elderly clients. Here's what to watch for.

The time for advisors to discuss cognitive impairment is when clients are still healthy.

The time for advisors to discuss cognitive impairment is when clients are still healthy.

Assisting the elderly in resisting financial abusers is often challenging because the perpetrators may be the clients' own relatives.

Instruction should focus on the specific needs of the elderly, including how to spot and deal with cognitive decline or financial abuse.

Experts cite challenges in building and prosecuting cases involving elder financial abuse, suggesting advisors need policies and procedures to spot and report issues as they arise.

Signs of potential cognitive decline among elderly clients warrant immediate and concrete action from advisors.