I’ve worked with advisers on all aspects of their practice, and a frequent question is how to get a prospect to work with them. Most advisers are willing to spend significant money and time to achieve this, so they’re stunned ...

As interest in sustainable investing continues to grow among investors, it’s critical for wealth management firms to create authentic and compelling narratives around their sustainable investing offerings to best communicate with clients. Cerulli data show that nearly 30% more high-net-worth ...

In one of my favorite Far Side cartoons, a dog owner is talking to the dog in English, but all the dog is hearing is “Blah, blah, blah, Ginger.” Some of the most engaging practice stories arise from “communications glitches”: things ...

After last month’s column on how to let profitable clients go, an adviser told me that if he used my words with his clients, they would walk out enraged. He didn’t take issue with the principle of my column, but rather ...

Asking price is about more than merely calculating bull market-inflated multiples of revenue or earnings. If you’re the principal of a registered investment adviser, a hybrid or an advisory firm affiliated with an independent broker-dealer, there are probably entities interested ...