Most Read IRIS Articles of the Week: April 10-14

Most Read IRIS Articles of the Week: April 10-14

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, April 10-14, 2017 


Click the headline to read the full article.  Enjoy!


1. How to Be Your Clients "Forever" Advisor


This isn’t a young man desperate for new clients. So why did he bother – I actually asked him. He said two things – “I love what I do and I have never advertised. People come to me because they know I care – and I’m good,” he said with a smile. — Paulette Filion and Judy Paradi

2. Factor Rotation: Tilt, Don’t Time


For decades, investors have been interested in factors—attributes such as value, momentum or market capitalization. But as investors have also experienced, as certain styles or themes go out of favor, factors typically go through periods (and potentially extended periods) of underperformance. — Astor Investment Management

3. Ready to Grow? Rethink Your Approach to Networking


Here’s the thing: all valuable relationships have one thing in common. They offer mutual benefit. (That’s true in love and business!) And finding mutually beneficial relationships isn’t an easy task when you spend 90% of your working hours in your office serving your clients. — Laura McCarron

4. How Do Wealthy Millennials Actually Invest?


Coming of Age shows that Millennials have a much more nuanced view of risk than previously believed. — Ned Dane

5. How Risks Can Lead to New Business


There are definitive correlations between doing something different and taking potential risks, and finding more success. Have you counted the number of times you have gone outside of your comfort zone each day or each week? — Maribeth Kuzmeski

6. How To Delight Clients By Being Different


Unless you were the star athlete or prom queen, being “different” in high school was challenging at best. Your peers liked conformity—you were expected to follow the unwritten rules of their time and place. So if you were the nerd, the intellect with their head always in a book, the artist with the flamboyant, homemade outfits—you were different. — Rochelle Moulton

7. 9 Warning Signs It's Time to Walk Away from a Prospect


My experience indicates that far too few producers have the courage to walk away from prospects.  As a result, they end up working on “unqualified” opportunities for extended periods of time only to have the deals fall apart. — Scott Addis

8. Is There an Antidote to Market Worry?


I read an interesting comment Coach Frank Martin made to his U.S.C basketball team after losing a couple games towards the end of the regular season. He told them, “adversity is part of the deal”. Indeed, that is so in every aspect of life. — James E. Wilson

9. 9 Steps to Being a Change Leader


Standout leaders are proactively adaptive who thirst for change. They drive change as opposed to letting change drive them. They enthusiastically embrace the change process and treat it as an opportunity for the organization and themselves as opposed to treating change as a threat and something that can be avoided. — Roy Osing

10. How You Can Attract UHNW Clients


UHNW investors demand quality. Once again, I refer to the statistics; if they're spending over $1 million in luxury items each year, you better believe they demand the best of the best. — James Pollard

11. 5 Huge Marketing Mistakes Advisors Make


How to get out from the failed marketing that got you to this podcast. Failed marketing starts by having a better marketing mindset - a framework if you will. — Kirk Lowe

Douglas Heikkinen
Perspective
Twitter Email

IRIS Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues to ... Click for full bio

Most Read IRIS Articles of the Week: April 17-21

Most Read IRIS Articles of the Week: April 17-21

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, April 17-21, 2017 


Click the headline to read the full article.  Enjoy!


1. Market Keeping You up at Night? Look for the Right Hedge


Like so many others in the industry, I was wrong. For years, I was certain that the bull market was nearing its end. I thought the market was over-extended, and that, surely, the wild equities run was coming to an end. But everyone else was bullish, and perhaps rightfully so. And while I’ve watched equities continue on their spectacular rise, I do think now is the time (really!) to put a hedge in place. Here’s why. Here’s how. — Adam Patti

2. How to Manage Bond Market Pain and Seek the Gain When Rates Are Rising


The realities for fixed income investors have changed. How is this being reflected in markets? Bond investing has become increasingly difficult over the past decade. Markets have been heavily distorted by ultra-low interest rates and quantitative easing, as well as by extreme risk aversion in response to the global economic crisis and the eurozone debt crisis. — Nick Gartside

3. Seven Reasons You'll Fail as a Financial Advisor


Is being a financial advisor worth it? I am an optimistic person and I encourage other people to keep a positive mental attitude (shout-out to Napoleon Hill and W. Clement Stone). However, by taking a good, hard look at the negatives in life, we can successfully pivot towards the positive aspects that will help us achieve our goals. — James Pollard

4. The Secret to Turning Every Prospect into a Client


How do you treat one of your most valued, existing clients? Here’s a list of some things that come to mind. — Andrew Sobel

5. Why Do Clients Change Advisors?


According to many advisors I speak with, the only clients that leave are those who have died. And while attrition may not be a big problem in this industry, I have to assume that at least a few clients change advisors without doing so via the funeral home. — Julie Littlechild

6. Why You Should Focus on Getting Referral Sources


I was talking with an advisor last week about how to get into conversations about what he does. He was relaying the story of going jogging with a friend who could be a good client but is, more importantly, connected to a large network of people who fit this advisors ideal client description. — Stephen Wershing

7. How Big Picture Thinkers Seize More Opportunities in 7 Steps


Big picture thinkers are not unicorns - rare and mystical. And they were not born with the innate ability to think big. They do, however, pay attention to the broader landscape and take the time to think, analyze and evaluate. — Jill Houtman and Danny Domenighini

8. 5 Actions to Build Your Reputation


Your reputation is who you are and how you show up, Monday to Monday®.  Many of us take our image and reputation for granted.  Give careful thought to the kind of reputation that you would be proud of Monday to Monday® and that would resonate with your purpose and priorities. — Stacey Hanke

9. How Are You Poised to Begin Welcoming GenZ to Your Workplace?


The generational changing of the guard is a fact of life as old as time. Young replaces old in responsibility, importance, control and culture. Outside of the family, the workplace is perhaps where this is seen most regularly by most people. — Shirley Engelmeier

10. Are Price Objections REALLY Price Objections?


Next time you hear your prospects give you price objections, it’s not because of the price. The give price objections because they don’t know the full value proposition that they’d be paying for. And it’s not based on their need, or your features and functions. It’s based on the buying criteria they want to meet internally. — Sofia Carter

11. Understanding the Economic Value of Transition Deals


Last week we wrote about the economic rationale behind going independent vs. moving to another major firm as an employee. As a follow-up topic, we thought it prudent to analyze transition packages attached to big firm moves and peel back the layers of the onion to show the components of these deals. — Louis Diamond

Douglas Heikkinen
Perspective
Twitter Email

IRIS Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues to ... Click for full bio