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11 Most Read IRIS Articles of the Week!


11 Most Read IRIS Articles of the Week!

1. Today’s Investor Wants a New Paradigm with Lucille Mayer

There is a whole new emerging wealth out there for the taking, but this group wants a different advisor experience, with the majority wishing for technology to be part of the mix. — Permission to Succeed

2. 5 Reasons Why You Should Take The Time to Educate Your Clients

Don’t shy away from being a coach and educator to your clients. Adding in this extra element can help set you apart from the competition and deepen your relationship with them. — Don Connelly

3. Key Performance Indicators for Advisors to Consider Beyond AUM

Although the business is evolving, many advisors still measure success by their practice’s assets under management (AUM) tally. On the surface, it’s easy to understand the allure of a fee-based practice that charges clients 1 percent per year and has $100 million or more in AUM. — Tai-Chin Tung

4. Is Researching Your Clients and Prospects a Good Idea?

This is a question we get with enough frequency that it has caused me to think through the issues involved. It typically comes up in the context of a re-branding effort. The first step in any branding effort is, or should be, getting the strategy right. — Lee Frederiksen

5. Are Investment “Selectors” Really Good at “Selecting”?

The big question is whether “selectors” are good at “selecting.”Are they really skilled at identifying the outperforming managers and does this skill really add value in dollar terms to investors? — Elisabetta Basilico

6. Should Advisors Demand All or Nothing?

What do you do when a prospect thinks diversification entails using multiple financial advisors? — Paul Kingsman

7. The Problem with Unfriendly Retailers

I have been noticing how in recent years, retail is becoming increasingly unfriendly to the customer. This is a mistake. New technologies and new ideas may be good for the bottom line in the short-term. — Jeff Kagan

8. Advisors Will Need to Redefine Their Concept of “Income” for Retirees

Historically, investors in or near retirement have relied primarily on bonds for “mailbox money” necessary to fund their golden years.  Going forward, investors and advisors will need to redefine their concept of “income” and reconsider how they fill their “mailbox”. — David Lovell

9. How I Use LinkedIn to Boost Personal Connections

Wow!  Does the pendulum swing both ways!  First, firms avoided social media, slapping your hand if you used it.  Now, they embrace it, pushing you towards it, especially using LinkedIn. — Bryce Sanders

10. 5 Ways to Leverage the Power of Neuroscience in Your Financial Marketing

A basic understanding of the latest developments in neuroscience can take your financial marketing results from mediocre to magnifico. — Linda Graham

11. Are You Losing Business Because You Lack Listening Skills?

What is it about listening that makes it so hard? Is it because we think that what we have to say is so much more interesting than what the other person has to say? Perhaps. — Paulette Filion and Judy Paradi

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