Surprising Insights From Schwab’s RIA Benchmarking Study With Guest Jon Beatty

By | 2017-09-14T16:50:13+00:00 August 6th, 2017|

The latest RIA Benchmarking Study from Charles Schwab contains surprising insights and contradicts some common industry beliefs. I always look forward to Schwab's annual Benchmarking Study because it's full of data that I enjoy digging into to uncover the health of our industry. This year's report is no exception as it contains some nuggets that

How to Gather Your Client’s “Emotional Data” and Beat the Competition

By | 2017-08-01T14:23:46+00:00 August 1st, 2017|

The traditional discovery process as practiced by financial advisors is in dire need of upgrading. Unfortunately, the technology trend toward treating clients as hard data to be parsed and plugged into a financial planning software program is exactly the WRONG direction. As I wrote in my chapter in Kevin Knull’s excellent book, Exploring Advice, “clients

Former United Capital CMO Gail Graham on Today’s Best Marketing Strategies

By | 2017-09-14T16:51:34+00:00 July 23rd, 2017|

Gail Graham is one of those rare people who have worked in the top echelon of two major companies--Fidelity Investments and United Capital--and helped shaped their strategies that led to massive growth and industry accolades. Today, Gail is the founder of Graham Strategy, and works with companies to figure out where the gaps are between

How to Identify the Wealth-Building Habits of the New “Millionaires Next Door”

By | 2017-09-14T16:52:30+00:00 July 9th, 2017|

The science of wealth is in Sarah Fallaw’s DNA. Her father, the late Dr. Thomas Stanley, literally wrote THE book on how and why affluent people accumulate wealth, “The Millionaire Next Door” (1996). Today, Sarah is using her doctorate in applied psychology to create analytics and metrics that carry on Dr. Stanley’s study of wealth-building

Yes: You Can Become an Indispensable Financial Advisor—Here’s How

By | 2017-09-14T16:53:30+00:00 June 28th, 2017|

Over the next few years, it’s going to become harder and harder to maintain the 1% AUM fee that is common in our industry. I see a couple potential ways this could evolve and I have some recommendations on how to solve this problem and become an indispensable financial advisor. Evolution 1: Deliver much more

Move Over Digital Advisor, People Really Want More Human and Analog Experiences

By | 2017-09-14T16:54:33+00:00 June 21st, 2017|

Have you heard about the cool new technology all the kids are using to listen to music? It’s called … a record! David Sax: It's not a question of what's old is new, it's a question of what works. After bottoming-out during the CD and mp3 era, and despite the ubiquity of music-streaming

Vestorly’s Justin Wisz on How Data Driven Content Can Transform Your Firm’s Marketing

By | 2017-09-14T16:55:16+00:00 June 7th, 2017|

If you're still stuffing mailers, making cold calls, and tweeting the occasional Warren Buffett interview to a handful of followers, it's time to upgrade your marketing strategy and let data driven content drive some foot traffic through your front door. On today's show, Justin Wisz, the co-founder and CEO of Vestorly, talks about how data

How to Have “Better Conversations” With BMO’s Ben Jones

By | 2017-09-15T10:10:08+00:00 March 3rd, 2017|

Ben Jones: Where are the gaps that exist today in the critical areas that I have to achieve my vision? Once upon a time, financial planners met with clients annually, showed them a printout of how all their investments were performing, shook hands, and moved on to the next annual appointment with the

Savant Capital’s Brent Brodeski On Going From $0 to $5 Billion in AUM

By | 2017-09-15T10:12:08+00:00 January 30th, 2017|

Brent Brodeski and his team at Savant Capital look to the medical industry for insights into team building, embracing technology, and creating the best possible client experience. Imagine walking into a doctor’s office with a bad cough and walking out on crutches, still coughing. That’s how Brent Brodeski saw the financial advisory client

15 non-obvious trends that will give you an unfair advantage

By | 2017-09-15T10:13:28+00:00 January 13th, 2017|

Rohit Bhargava: Trend spotting is not a term I agree with because I think that trend spotting is the same thing as looking at eggs and flour and sugar on a shelf and saying, 'That's a cake.' It doesn't work that way. You don't spot trends. You spot ideas. Nobody can accurately and

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