Articles

Articles from our Weekly Newsletters

How to Convert an Acquaintance to a Prospect without Being Awkward

How should you approach a casual acquaintance and open the dialogue about working together?

Communication Bloopers

Here are examples of things you do or say that create barriers to sales.

When Clients Spend Themselves into Oblivion

What do you do when one of your best clients is spending their way into oblivion?

How to Fire a Client

The decision to "fire" a client is painfully difficult. Many planners are reluctant to disengage with difficult clients due to a sense of responsibility. If you are contemplating firing some of your clients, the following steps will ease the break-up and ensure a minimum of follow-on damages.

Five Ideas to Emphasize Your Humanness

In a world where everything that can be automated is automated, you need to develop additional services that are highly dependent on personal interaction with your clients. You also need to create a more personalized experience for your clients and establish an emotional connection with them. Here are five ideas to build your humanness.

Three Places to Get Your Content Published

Now that you understand the importance of creating a solid content marketing strategy, it’s time to get published!

Gundlach Defends Technical Analysis

Criticism of technical analysis ranges from bemused skepticism to claims of harebrained alchemy. Few investors as well-respected as Jeffrey Gundlach admit to using it. But yesterday, he explained why he relies on technical analysis under certain conditions.

A Strategic Income Fund that is Thriving in a Challenging Bond Market

Carl Kaufman is the co-president, co-chief executive officer and managing director, fixed income at Osterweis Capital Management. He is the lead portfolio manager for the Strategic Income Fund. That fund has had an annualized return of 6.18% since its inception on 8/30/02. Its performance exceeded the AGG by 278 basis points. I interviewed Carl last week.

The Future for Factor Investing May Be Different Than its Backtested Past

Data mining is a huge risk with factor-based investment strategies. Many factors have proven to not work in practice. Even the most popular factors, like value and momentum, may prove less effective going forward.

Socially Irresponsible Investing

Socially responsible investing on an institutional level, where one body makes “socially responsible” capital allocation decisions for a pool of investors, is a utopian concept, just like socialism. It is simply impractical.

Am I the Only One Who Thinks Fee Compression is Hogwash?

Everyone keeps saying that advisor fees are on the decline. Hogwash!

Is Passive Investing Destroying the Markets?

Passive investing has been ridiculed by Wall Street for decades. The common theme is that indexing has become such a force that the market’s price discovery function is no longer working properly. Given the number of questions I get about this issue, one would think that passive investing is now dominating markets.

How the Astros Used Sabermetrics to Win the 2017 World Series

It has been 15 years since sabermetrics was popularized by Michael Lewis’ bestseller Moneyball. Today all teams in the league use it, but only Jeff Luhnow was able to turn a failing franchise into World Series Champions by going all-in on sabermetrics. What did he do differently?

The Behaviors that Really Annoy Prospects

Navigating the subtleties of an initial prospect meeting is an incredibly important step to landing a client. That’s why I’m so surprised when advisors make the mistake of asking the wrong questions when given the opportunity.

Five Secrets to Help You Manage Your Time More Effectively

Time management is a fallacy – you can’t manage time; everyone gets the same 24 hours in a day. You can manage your choices – by focusing on personal management you will start to see a positive shift when you try one or more of these things.