Referrals

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.

"Clients balk at giving even a close relative a POA that is immediately effective, (but) really, if you are going to trust someone with your finances when you’re incapacitated, you should be able to trust them when you know what’s going on."

Investigating potential elder abuse can be tricky, particularly when dealing with a long-time client who might be suffering from cognitive impairment.

State securities officials are drafting a model rule that would provide advisors cover if they delayed a transaction when they suspected the client was the victim of exploitation.

Aging parents could alleviate stress and possible tension if they share their final wishes with their children -- or at the very least, where their accounts are held.