December 31st, 2010
A Business Development Strategy for the new year
This is a New Year of questions. Big, significant questions-about values, goals, and long-term direction. Asked personally, professionally, and from a financial-service industry perspective; the questions are remarkable for both their breadth and depth. At the same time, the New Year is a time for resolutions, and for moving forward.
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May 20th, 2010
Tapping the Women’s Market
Women control more money than they ever have before. They earn, spend, and save almost as much as men. Today, women represent a huge opportunity for investment and financial services firms — now, the industry must figure out how to take advantage of it.
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May 20th, 2010
Selling in a Bumpy (Bear?) Market
This is definitely not as much fun as it was a couple of years ago. While the severe reversal of fortune in some quarters of the investment industry has not caused a wholesale panic, it certainly does make selling to skittish investors — and with fewer resources — more difficult.
There are two distinct sales approaches firms can take in this type of market.
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May 20th, 2010
The Investor Expectation Conundrum
Most mutual fund companies and 401(k) providers have historically relied on the industry’s cadre of brokers and financial planners to sell their products. And wisely so: we know that investors’ use of financial expertise and personal advice is increasing, not decreasing. The Investment Company Institute estimates that nearly 80% of all mutual funds are sold through an intermediary.
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