Practical analysis for investment professionals

client relationships


2018 Outlook for US Wealth Management: “The Year of the Client”

April Rudin, founder and president of The Rudin Group, spoke about the disconnect between clients and firms; the "new" client experience; and why she believes 2018 will be the “Year of the Client," in an interview with Lauren Foster.

Social Selling: Building Relationships with the Clients of the Future

Advisers need to be using social media, says Barbara Stewart, CFA. Call it social selling. It is not a replacement for traditional, proven selling practices, but in today’s world, you have no choice but to incorporate it into your daily life as an adviser.

Collaborate with Clients to Create Investment Solutions

"Value is defined by the client," Elizabeth Corley explained at the 2017 CFA Institute Alpha and Gender Diversity Conference. "You’ve got to demonstrate that you’re putting their interests first."

Seven Questions for Better Conversations

Better conversations lead to better relationships, says Isaac Presley, CFA. To achieve that, you must talk less. And when you do speak, ask great questions.

Investing Lessons from Epictetus: Focus on What You Can Control

The Stoic philosopher Epictetus has something to teach the investment profession, says Mimmi Kheddache Jendeby.

Women and Millennials: What Do They Want?

Knowing our clients is the best way to retain them, especially when it comes to women and millennials, who together represent over 60% of the adult population, says Barbara Stewart, CFA.

Daniel Goleman: Three Steps to Better Investing

There are three elements to emotional intelligence, according to Daniel Goleman: mindfulness, empathy, and relationship skills. Developing these attributes is critical to becoming a better investment adviser.

Decision Making under Pressure

What's the best process for making decisions? Should we emphasize intuition and emotion? Or should we focus on data, analytics, and the hard numbers? Erika James of Emory University offers her insight.

Why I Love Having My Own RIA

Business is so much easier when you have autonomy. This is especially true for advisers, since you can choose a structure that fits your philosophy and personality. You can also adapt faster to industry changes, such as the shift to fee-only advice and the fiduciary standard.

Crisis Communications: New Tools for Reaching Clients in a Market Sell-Off

Investors always want access and transparency, but never more so than during difficult market periods. Experience and logic suggest that clients of all types and sizes, when facing crashing markets and wild swings, want to know about fund and account performance and want more frequent communications. They also want reassurance.



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