Referrals

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

Digital marketing is not getting any less prominent, and by failing to adopt new prospecting techniques firms risk being left in the dust.

Pick clients’ brains on how to become the advisor to a specific group of people.

Advisors should carefully manage implementation and expectations.

Most advisors loathe hitting clients up for prospects, and now they don’t have to.

The certification tells clients you have their best interests at heart. After that, is the name of the school important?

Competition for the wealthiest clients is intensifying. Here’s one of the best strategies for finding them, according to Cerulli research.

Casting a wider net for prospects is a classic case of mistaking motion for progress.

“He became very unreasonable.” It soon backfired when adviser Michael Martin bowed to pressure from a client to take on his father-in-law.

Fee-only advisors should view it as a way to help more people rather than a sales exercise, according to one consultant.

Publishing is the “greatest single marketing investment that you will ever make,” one company argued at the FPA Retreat.

Asking outright can be tricky and uncomfortable; use these market strategies instead.

Asking outright can be tricky and uncomfortable; use these market strategies instead.

Advisers should leverage these relationships to reel in clients.

Advisers should leverage these relationships to reel in clients.

Finding a niche is all well and good, but there are benefits to getting even more specific.

Finding a niche is all well and good, but there are benefits to getting even more specific.

Firms that try to be all things for all clients may end up struggling.

Firms that try to be all things for all clients may end up struggling.

Firms that try to be all things for all clients may end up struggling.