Competencies and Services Necessary for Truly Integrated Wealth Management Every interaction in wealth management can be characterized along two dimensions: the complexity of the client’s technical needs and the complexity of the client’s personal and family needs....
Discussing Fees with Clients Discussing your investment management fees with clients has never been easy, but it’s essential to maintaining productive, trusting, long-term client relationships. That’s especially true in today’s post-recession world where consumers of...
Ensuring Success in Wealth Transfers Many estate plans and wealth transfers fail, not because of technical problems with their design but because family dynamics and communication problems get in the way. It is crucial for beneficiaries to be ready to receive wealth...
Motivating and Helping the Overspending Client Most financial advisors find that overspending clients represent some of the most frustrating situations in their work. Time spent with these clients is often ineffective and ultimately unsuccessful. This article provides...
Core Techniques for Effective Client Interviewing and Communication In the Journal of Financial Planning, Jim Grubman and Dennis Jaffe gather in one place the fundamental communication skills needed by all levels of financial advisors. These skills are part of the...