Planning and Advice

Stress your value when talking to clients

Participants at this year’s Dollars & Sense roundtable discussion say data from the investor survey contains clues to how advisors can better convey their value propositions to clients. The fact investors ranked “A periodic/annual review of my plans or accounts” as their primary need from an advisor indicates too much focus is being put on […]

December 1, 2009

5 min read

Help determine client priorities

After safety, security, and a good night’s sleep, having enough for retirement continues to be the most often articulated client priority, according to advisors participating in our annual Dollars & Sense roundtable. Demographics is largely the driver here, since the baby boomers are now moving through educating their children and are thinking about their own […]

By Kanupriya Vashisht |December 1, 2009

3 min read

Help clients deal with debt

Often, if a client doesn’t bring up debt issues with an advisor, it’s hard to provide much help. Further, a large percentage of clients who are in significant debt are younger folks, aged 20-to-35, who aren’t getting a lot of attention from advisors because they have little in the way of assets. But those demographics […]

By Philip Porado |December 1, 2009

2 min read

Advisors need sales friendly disclosure documents

What will help advisors do their jobs better? According to participants in our 2009 Dollars & Sense roundtable, some good places to start would be simpler, preferably sales-friendly, disclosure documents; some tools to help convey value and prevent clients from rushing to the lowest-cost options; and a well-defined product shelf that doesn’t overwhelm their clients. […]

December 1, 2009

8 min read