Client book

How to spot high potential clients

Some advisors take on young clients in hopes the relationship will eventually reap rewards. They also frequently target specific professions—on the assumption the high-earning jobs will mean big portfolios later. That’s not always the best strategy.

By Caroline Hanna |June 11, 2012

3 min read

Industry

5 (more) ways to turn friends into clients

While some close friendships may have started as client relationships, other friends may continue to complain about their advisor or ask for free advice—but never ask to be your client. What holds them back?

By Bryce Sanders |June 11, 2012

2 min read

Planning and Advice

Help middle-class clients

Mid-range clients offer plenty to build a book on

By Graham F. Scott |June 7, 2012

6 min read

Planning and Advice

Knowledge checklist for passive partners

If you have clients married to business owners, here’s some crucial information they should know, especially if they’re named in the articles of incorporation or partnership agreement

By Melissa Shin |May 1, 2012

2 min read

How to fire clients

The key to successful segmentation is a thoughtful analysis of your business, smart selection of clients, and a viable service platform to ensure clients who aren’t on your A-list don’t fall through the cracks. It used to be only a few firms had advisor report cards that outlined a book’s profit and client details.

5 min read

How to segment your clients

5 min read

Landing high-net-worth clients

Like Ahab’s white whale, the high-net-worth investor looms large in the back of advisors’ minds — seemingly just out of grasp for many of them. A few tweaks to your business model and a couple more years of referrals and you’ll be there, you tell yourself. But if that’s really what you think, you’re probably […]

By Mark Noble |April 7, 2010

13 min read

Using a client review to increase revenue

Client reviews can be used as a powerful tool to increase business for your practice if you’re willing to look at more than just a client’s investments. I’ve talked to many advisors over the years, and client reviews are one of the areas they wish they could improve. Many advisors still think a review means […]

By Robert Abboud |September 9, 2009

4 min read