building coulumn

Commentary: Bull market shouldn’t stop prospecting

It is a misconception that prospecting for affluent clients is more difficult in a bull market because their investments tend to be performing well, writes columnist Matt Oechsli. He argues their loyalty to advisors is based on the service they receive, not on market conditions. WealthManagement

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New approach needed for attracting millennial clients

Millennials represent advisers' future largest customer base, with much of an estimated $30 trillion in generational wealth set to be transferred to them, writes Michelle Jackson. Attracting them as clients involves embracing a combination of technology and human contact, and focusing on a personalized experience. WealthManagement

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How to protect senior clients from financial abuse

About 10% of Americans older than 60 are victims of financial abuse, according to the National Center on Elder Abuse. Clearly defining mental capacity and creating revocable trusts are among seven tips from attorney David Lenok for advisers to protect clients. WealthManagement

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Survey: Few middle-income baby boomers think they’re ready to retire

Before the financial crisis, 41% of middle-income baby boomers thought they were prepared for retirement, but that figure has since fallen to 31%, a survey from Bankers Life found. Scott Goldberg, president of Bankers Life, said this lack of confidence about retirement is an opportunity for advisers. ThinkAdvisor (2/27) 

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More Americans ready to seek financial advice, survey finds

A survey by Allianz Life Insurance Company of North America found that 29% of Americans are more likely than in the past to seek advice from a financial professional in 2017. That's the highest percentage in the survey's history. ThinkAdvisor (12/21) 

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Expert: Focus on new life experience, not retirement, with millennials

Financial professionals should approach millennials by offering to help them get ready for a new life experience instead of for retirement, the National Football League's chief marketing officer, Dawn Hudson, said at an industry conference. They don't want advisers to focus on "protection," she said. InsuranceNewsNet online (9/28) 

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How advisers can help clients navigate a low-yield environment

Research compiled by financial economics experts suggests we are entering a new low-return environment for safe and risky investments, which could have an enormous impact on the investment advising profession, writes Michael Finke, dean and chief academic officer at The American College of Financial Services. Fink offers tips for advisers…

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IRI chairman: Advisors must get better at explaining the value they deliver

If they are to have successful futures in financial services, advisors are going to have to do a better job of communicating their value to clients, said Robert DeChellis, the new chairman of the Insured Retirement Institute, speaking at IRI's annual meeting. "There has never been a greater need to…

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10 warning signs a client is about to leave

Financial-services trainers Stephen Boswell and Kevin Nichols offer 10 warning signs that a client is about to leave an adviser. WealthManagement.com (U.S.) (8/11) 

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Financial professionals should help clients create longevity plans

The steadily lengthening life spans of Americans mean they need longevity plans, not just retirement plans, writes Katie Libbe, a vice president at Allianz. "If done right, clients will have more confidence and may see the potential in living longer," she writes. Life & Health Advisor online (8/3) 

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