The transition from individual contributor to manager is not an easy one. In many cases, the skills that got you the promotion will not be the same ones that make you effective as a manager. Luckily, …
It can be challenging to show your value to clients in extended up-markets when things seem to be going pretty well on their own. Down-markets, on the other hand, provide the chance to reacquaint your …
Written by: Gordon McMahan When Raymond James asks advisors for their number-one source of new clients, the answer most often is: Referrals from other clients. Industry surveys also show that client r …
While the world continues to go digital in so many ways, the business card endures as a premier print item that every business person and financial advisor simply must have on hand. Here are three tip …
Remember the first week or two of January when your boundless optimism about the brand new year had you waltzing into the workplace with a new frame of mind? Did you keep your New Year Resolutions? Or …
Smart technology and personal gadgets are becoming increasingly popular. But the features and connectivity that make them attractive could also potentially expose a treasure trove of your clients’ per …
Written by: Scott D. Calhoun This time of year engenders reflection and reminiscence, both in our business and personal lives. From a business perspective, it is time to begin gathering information to …
While the primary focus of your practice is on your client’s finances, inevitably you also learn of situations that arise in their families. Some of them may be positive achievements, like retirement, …
Written By: Connie Deianni The thing about mentoring is that when it’s done right, it changes lives. Period. When ideas are discussed, noodled over, challenged and either implemented or discarded, an …
Written by: By Robert D. Bordett, CFP®, CDFA® Divorce, in part because people don’t realize there are certain contracts that take precedence over divorce decrees. In fact, that’s the number one miscon …
Struggling with what to offer your clients as a thoughtful holiday gift? Here are some inexpensive ideas that will warm their hearts and deliver the perfect touch at this special time of year. Holiday …
As an Advisor, do you have a nagging feeling your firm may be out of control or moving in the wrong direction? Are you flying by the seat of your pants and only putting out the daily fires? In 4 easy …
Successful advisors know that handwritten notes help them stand apart. Whether it’s thanking clients and prospects after a meeting or reaching out to professional colleagues who may become referral so …
While a solid and consistent team may be your goal, the ebb and flow of life indicates that team members will likely come and go over time. However, if you can spot the signs that someone may be think …
Written By: Rob Steele If all your leadership efforts involve you telling others what they should do to improve, have you considered the better results you will receive if you first asked them questio …
Written by: Grier L. Rubeling When it comes to advisor transitions, especially when starting or joining an RIA, there are a number of things to consider. I recently read a great article written by an …
If you think using a simple website template and slapping your logo up top is going to impress visitors of your advisory firm’s website, think again. Consider how much value each prospect could potent …
As an advisor, you’ve probably got a brutal schedule of appointments with clients from week to week, not to mention the management of your firm and business prospecting. That being said, making your c …
While working with advisors and their growing practices across the nation, questions about hiring crop up frequently. After all, successful advisors have growing teams. Through our years of experience …
While virtual meetings with clients via Skype, Zoom and other online technologies may be on the uptick, the majority of your client meetings still likely happen in person. It’s easy to get stuck in a …
When you hear about someone being a perfectionist, your mind probably leans toward the negative. Perhaps you assume they’ll be picky, persnickety, and problematic. As a self-confessed perfectionist fr …
With the 2018 Raymond James National Conference for Professional Development in the books, I’ve had a chance to spend a few days reflecting on this phenomenal event and the impact it has on advisors f …
This week I have the pleasure of attending and presenting at the Raymond James National Conference for Professional Development in Washington DC. The conference always has world-class keynote speakers …
Written by: Groer L. Rubeling Work-life balance is the balance between time allocated for work and other aspects of life that an individual seeks. So how does one achieve this balance when there’s no …
Written by: Scott D. Calhoun Imagine the following scenario. As a business owner contemplating a succession plan, you sat down with your advisors, put together a plan, and began to implement the succe …
Written by: Laura Garfield What were you saying to clients on Feb 5th? (Besides, “Oh s***!”) On the day the Dow took the biggest plunge in history, talking to every client would’ve been near …
Think about your financial advisor practice and ask yourself these critical questions: Do we have standard operating procedures? Are we treating every client consistently? Or are we just wingin …
At Ironstone, we strive to embrace the latest technology offerings to help our financial advisor clients enjoy the most convenient and productive options for communication as we coach them towards bes …
Written by: Grier L. Rubeling Research. It’s the most important aspect of making any kind of life-changing decision. Anyone can conjure up a good idea in their mind. All you need is a little bit …
Want to do a better job of engaging with colleagues, clients and prospects on LinkedIn? Here are a four simple tips that will ease you into new patterns to boost your social media productivity and pot …
Written by: Rob Steele Leaders often wonder, do I always need to be in front to lead? See how walking my dogs got me to thinking about that question… I have two well-behaved Portuguese Water Do …
Periods of market volatility – especially pullbacks – can trigger emotional responses in investors, causing them to feel upset or worried. Despite the fact that you and your clients have been through …
Written by: Connie Delanni Building a mentor program is more than just selecting great mentors and eager mentees. The key to building a great mentor program is understanding the problem you are trying …
Written by: Robert D. Bordett As we know the President signed the 2018 tax reform law into effect in December of 2017. This represents the largest tax code overhaul in more than three 3 decades. Your …
Written by: Laura Garfield Want to stop asking for referrals? Then give your clients a reason to spread the word. The trick is to create user-friendly video that is easy to share. Even if you’re feeli …
When I was a young girl, my second grade teacher performed a fun demonstration for the class regarding the importance of communication, details and process. She had all the ingredients and uten …
Written by: Joe Kuhns An attitude of respect was central to my life as a Navy SEAL. One of the foundational attributes of a good leader is their respect for people, places, things, and ideas …
This time of year, you’re excited about what’s in store for 2018, right? You’re brimming with passion for reaching new heights and accomplishing new things for your firm. Guess what? This time last ye …
Written by: Robert D. Bordott Advisors, you’re likely aware from experiences with clients that divorce is one of the most painful experiences anyone can go through. In addition to the emotional compon …
Written by: Joe Kuhns Being a leader comes in many shapes, sizes, and qualities. A good leader is not able to turn on and off their leadership ability or character traits at will. Instead, leadership …
With holiday party season soon upon us, you’re likely in the planning and execution stages for your upcoming party. Client events at the holidays (or any time of the year) are a great way show your ap …
Written by: Scott D. Calhoun In my more than thirty years of practicing law, I have acquired many skills that were not taught in law school. Perhaps among the most important of these is the ability to …
Do you have a finger on the pulse of how things are going at your financial advisor firm? Seriously, do you really know what your team is thinking, what clients are experiencing and where th …
Study after study has shown that the most satisfied clients are the ones who hear from their advisors frequently, who have forged trusting relationships with their advisors and who receive stellar ser …
Written by: Joe Kuhns In most circumstances, the more you lead the better you become. You will have moments of success, which should be cherished and noted. But failure can also provide a stepping sto …
Written by: Laura Garfield At least once a week we’re on a call with an interested client who tells us, “I want video, but I have no idea what to talk about.” It’s usually raised by someone who …
I’m a huge fan of The Profit, a CNBC show centered around business guru Marcus Lemonis taking a struggling business and helping them turn it all around into profitability. Once he takes on a challenge …
Successful financial advisors are busy financial advisors. You didn’t gain all those clients and their lifelong trust by sitting behind closed doors and waiting for them to arrive, right? Od …
For over 25 years, I’ve been a road warrior; traveling frequently from coast to coast and sometimes overseas. With so much travel under my belt, I want to share my top travel tips so other business tr …
Written by: Scott Calhoun I recently read an article addressing key factors for financial advisors to consider when looking to retire, sell or merge their practice. The article was well-written and fo …
If a photograph is worth a thousand words, seeing the Fearless Girl statue bravely facing off against the powerful and iconic Wall Street Bull certainly doesn’t disappoint. When I first saw this photo …
Click on the image above to watch the video. You probably couldn’t begin to count the number of hours you’ve spent in your life in front of the bathroom mirror. If anyone knows the contours of …
Written by: TailorMade One of the more puzzling aspects of financial planning happens as we start working on a new planning case and ask the question: “Have you read your clients will or trust lately? …
If you’re like most financial advisors, you’ve got a thriving firm and find yourself focused heavily on making sure your client’s accounts are moving forward and meeting or exceeding expectations. Whi …
Written by: Connie Deianni Leadership Engagement Managers: Have you been looking for a way to cost justify a mentor program? Did your senior leadership assigned you the task of developing a pro …
Written by: Nicole Anglace As a Millennial, I found the MRI Network 2017 Millennial Hiring Trends Study to be fascinating. While I have commented on Millennials hiring trends in past articl …
Written by: Ruthann P. Lacey A Special Needs Trust allows for the beneficiary to qualify for or maintain eligibility for government benefits like Supplemental Security Income and Medicaid, while …
We are immersed in the most competitive business climate in history imposing unprecedented pressures at all levels that simultaneously prime us for personal altercations, business scuffles and tussles …
If you’re a financial advisor and beginning to dip a toe into the vast ocean of social media, you might feel rather overwhelmed at the thought of where to begin and how to turn the networks into a too …
Written by: Nicole Anglace Just two brief months ago we welcomed the start of a new year, many of us setting goals for ourselves and our companies. Do you remember your resolutions? Have you …
Written by: Ruthann P. Lacey Seniors, Elders, Aging Adults, People of Age, Old People, Mature Adults, Geriatric? All people perceive age in different ways at different times in their lives, and …
Written by: Nicole Anglace Have you seen Simon Sinek’s response to the “Millennial question” on Inside Quest? As with any viral video, there have been a great number of reactions to it. (Click th …
When your job is to dig into the personal finances of your clients, developing a relationship is clearly Job #1. That’s why it makes a lot of sense in your relationship-driven business to use v …
Looking for a mentor? 2017 is your year to seek out a mentoring relationship that will make the year meaningful for you and improve your skill sets at the same time. But, how do you identify an …
It’s that time again when you sit down to plan out the year of things to accomplish. Does it feel daunting? If so, you’re not alone. I sent out a tweet just a little over a week ago to kick off …
Written by: Scott Calhoun A Thanksgiving surprise from a Federal Court Judge in Texas will have a significant impact on many businesses, including financial advisors. A preliminary injunction was ente …
Written by: Ruthann Lacey The holidays are a time when we connect and make memories with the ones who mean the most to us. But it seems that the longer we live the more complicated life can become for …
Written by: Nicole Anglace As society continues to embrace digital trends, it seems that the future of wealth management will hinge on technology. Beyond attracting Millennials, either as investo …
Written by: TailorMade A new President, the DOL requirements and numerous external issues all make for an interesting game plan when it comes to wealth management as we move forward into 2017 and …
The Thanksgiving and Christmas holidays are a time of celebration and cheer but the Federal Trade Commission cautions that certain groups, such as the elderly, are more vulnerable targets to scam …
Here’s a real dilemma for a wealthy 87-year-old woman whose situation is secure but is causing family conflict. She needs full-time care, long term. Her financial advisor, together with the bank …
As a practice management consulting firm, my team and I support financial advisory professionals across the country. We get to see the good, bad, ugly and inner workings of all size teams. One …
Written by: Scott Calhoun This summer, the SEC issued a proposed rule that would require all registered investment advisors to adopt and maintain written business continuity a …
Written by: Connie Deinni I have occasionally heard mentors lament, “I just don’t know if I am making an impact for my mentee!” I always assure them, that indeed, they do make an impact and to gi …
Written by: Ruthann P. Lacey, P.C. The incidence of elder abuse and neglect is on the rise in America. In today’s world, the planning professional must become more familiar with the varied presen …
Written by: TailorMade Scenario #1 Two advisors in a good sized practice have been working with the same portfolio manager for nearly fifteen years. The manager has been getting decent returns, …
Written by: Nicole Anglace For many people my age, stocks are a foreign concept. Unless their portfolio was set up by a parent or family member, chances are, it doesn’t exist. Oddly enough, many mille …
Written by: Nicole Anglace “The real hiring crisis is not that young advisors are burning out, though; they’re not showing up in the first place. As older advisors retire, there aren’t enough young ad …
In Broker Training 101 you learn that this is a Relationship business. The reality for many advisors is the day to day running of their practice often acts as a diversion from this most important poi …
In the past 15 years the world has changed in significant ways and advisors today must have new skills, new attitudes, and a new understanding of how to brand and market themselves. Here are a few que …
Written by: TailorMade Financial “Are those new glasses…“ is how the conversation starts. A father having a discussion about his son graduating to the next phase in life where making money necess …
InvestmentNews Data reports that 66% of children fire their parent’s financial advisor after they receive an inheritance. This seems ironic because these same children receive the benef …
Written by: Scott Calhoun Now that the Department of Labor (DOL) has published its final rules on investment advice standards for retirement accounts, the business and legal blogs and newsletters cove …
Written by: Nicole Anglace In my previous installment, I mentioned that hiring Millennial advisers is a great way to attract younger clients. As noted, research indicates 90% of Millennial client …
Written by: Connie Deianni Mentoring? Isn’t this just the process of taking a junior employee to lunch, impressing them with my knowledge and skill and then inviting them to call me if they have a que …
Most people pride themselves on managing their lives and working hard so that they and their children can have better lives. They’re are busy people and choose to rely on professional financial adviso …
Written by: Nicole Anglace In my previous installment, I noted that hiring Millennial advisors is a smart way to attract younger clients. The research, such as that conducted by Sophia Bera, founder o …
Written by: Scott D. Calhoun I am often called to consult with business owners about questions dealing with the structure or organization of their business entity. These questions typically involve is …
Written by: Connie Deianni Is storytelling a forgotten art or has it morphed into a more unique offering that now includes digital, cell phones and social networking instead of just a chat around the …
Written by: Ruthann P. Lacey The U.S. Census Bureau predicts that by 2030 there will be approximately 71.5 million Americans over the age of 65. That number is more than twice what it was in 2000, and …
Ironstone has the privilege of working with phenomenal advisory teams across the country, and ‘Hear From Your Peers’ shines a spotlight on a specific topic and gives industry professionals a …
Written by: Nicole Anglace Don’t overlook Millennials as clients. There are several factors that make Millennials desirable: We have debt (think student loans) We will soon be entering the prime of ou …
Life is chaotic, fast-paced, and overwhelming. You feel exhausted, busy yet not productive, and it’s causing you to disengage. Does any of this describe you or your team? If so, keep reading! Today’s …
Written by Ruthann P. Lacey As a society when we hear the term “elder abuse” we often think of physical abuse or neglect, which is a medical way of thinking. As a financial professional you may think …
Written by: Scott D. Calhoun One major goal of a healthy financial advisor business is growth over time. Creating healthy growth often means building a larger group of professionals to bring in and ha …
Written by: Connie Deianni If a four-year-old can do it… Almost every executive, CEO, business owner and manager that I have spoken with over the past 10 years asks the same question: “How d …
Advisors, how many times have you heard that clients don’t really understand the value you provide? I hear this concern on a continual basis from advisory teams. They don’t believe their client base r …
Women, as the more creative of the human species, can also be more resilient. Check out the successful creative strategies women learned when they failed a few times along the way. 1. Do guy st …
Employee engagement has become a top priority for many financial advisory firms, and for good reason. Leaders of top performing firms know that an engaged, high-performing team is essential for contin …
Have a little fun this week with Valentine’s Day! Can your employees name 14 things they love about their job? If so, great! If not, it may be time to look at areas for improvement. Businesses as …
Is your compensation package aligned with the goals of your firm to attract and retain a winning team? The impact to your bottom line due to employee loss is costly. Firms with mediocre compensation p …
Many advisors we work with fear the same thing when asked about focusing on niche markets, “I’m afraid I will lose business.” The reality is, firms that hone their focus on specialty services, specifi …
The main objective of strategic planning for your firm is to create an uncomplicated business plan that clearly defines the direction of your practice. Your business plan embodies your set of goals an …
We recently published our special edition newsletter, “5 Assignments to Help Your Financial Advisory Firm Prepare for 2016.” While each exercise is important to plot the course for the future of …
This time of year is always a perfect time to gather with friends and family, indulge in scrumptious holiday treats, and spend some time in meaningful reflection. It’s also a time to look ahead, for y …
As 2015 comes to end, I’ve had the opportunity to learn some important lessons this year about what it takes for advisors to have a leading edge and how to guide exceptional teams. Some of the lessons …
The robo-advisor and its collision with traditional advisors has become a media staple. Conversations focused on robos and the changing landscape of technology take center stage among financial adviso …
There’s both good news and bad news for small businesses operating in the United States. First, the bad news. Approximately 543,000 new businesses start each month; there are more businesses shutting …
To ensure long term success, all businesses need to develop a clear methodology to produce sustainable growth and profitability. Many of the advisory firms we work with hold strategic planning session …
Client surveys are a critical component of your overall business plan and should be incorporated into your marketing plan as well. Your surveys measure satisfaction or dissatisfaction with services yo …
Job descriptions are a vital component to hiring and managing your team. They provide consistency and clarity and help ensure new hires and seasoned employees understand what is expected of them, how …
We are already into the second half of 2015! WOW, I can’t believe how time flies. Are you on track to reach your year-end goals? Now is a perfect time to conduct a mid-year business review. Without ta …
Did you know that 90% of employees make their decision to stay with a company during the first six months of employment?¹ Despite spending an increasing amount of money and time on recruiting ef …
Sunny skies and warm weather is on the horizon and if you’re like me, vacation time is calling your name. Summer has a tendency to zap employee engagement. In fact, a Captive Network study shows produ …
There is a critical gap with financial advisors understanding the difference between continuity, contingency, and succession plans. Most advisors tend to fuse them together and miss the value a contin …
Event planning can be challenging as you strive to master the right mix of expressing appreciation to existing clients and prospect for new business. The question most financial advisors ask us is, “W …
As the financial industry advances in technology to increase efficiency and enhance client service, firms face a daunting risk of increased exposure to cybersecurity threats and attacks. The changes i …
An executive who works alongside team members is rewarded with better performance but chumming up to employees is a fine balancing act. Too much comfort may breed complacency, an unwillingness to take …
Beaming in the headlines this morning I read, “Emerging Wealthy Investors Not Sure Wanted by Financial Advisors.” The seventh annual Millionaire Outlook study conducted by Fidelity says, “Th …
“Beware the barrenness of a busy life style.” —Socrates 470BC-399BC Greek Athenian Philosopher One of my passions is to find ways for teams to be more organized, manage time more efficiently, and ulti …
One of the key aspects I’ve learned about the hiring process over the last 20 years is that a well thought out and formal approach to hiring will serve your firm in a multitude of ways. Too often, hir …
Let’s face it, this time of year managers and employees alike are starting to think about performance reviews. Stress and anxiety levels rise and less than favorable opinions about performance reviews …
Investors under the age of 40 present a huge opportunity to advisors. The next generation represents a larger population than the Baby Boomer clan who came before them. Studies show they are not satis …
Clarity creates confidence. If you really dive in and practice what you preach, you can make 2015 your best year yet. In order to do that, you need to have a clear picture of your goals, your desired …
