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There's no doubt new cient experience is a solid cornerstone for many of the nation’s most successful financial professionals. In fact, once you nail down this important process, it may very well become your firm’s most...

As an established financial professional, you’ve seen firsthand all the recent changes in our industry. Once upon a time, financial professionals came primarily from one of two groups: wirehouse stock traders or insurance carrier...

We're continuing to take the time to interview some of our Financial Professionals. Please take a few moments to watch the below interview between myself and our OSJ Financial Professional, Olga Garton. We discuss everything from where...

YOUR FIRST STEPS (PEOPLE PLANNING)Do you want to have an internal succession plan or external succession plan?Determining who will be your successor is truly the first step to your succession plan. If your first choice is for your...

We're starting off 2023 on a new note and have decided to take the time to interview some of our Financial Professionals. Please take a few moments to watch the below interview between myself and our OSJ Financial Professional, AiRung...

Your clients' lives can be stressful. From COVID to wars, extreme market turbulence to inflation, clients worry about their current financial status and their and their loved ones’ futures. Financial professionals should...

Most financial professionals want to add clients and assets to their practice. Referrals and traditional prospect marketing can be successful, but they can also be slow and time-consuming. Purchasing a book of business from another...

A lot of retirement planning focuses far more heavily on the accumulation phase than the distribution phase. However, having the right plan for distributing those funds throughout retirement is arguably far more important--no matter...

People think they know more about Social Security than they really do.  According to a recent Nationwide Retirement Institute® survey, about 54% of respondents said they know exactly how to maximize Social Security...

There are many reasons why you might seek the assistance of a business coach.Maybe you feel that your business is hindered and no matter what you do, nothing changes. Or you noticed your income has hit a plateau and you can’t add...

A Common ScenarioOne evening my in-laws and parents stopped by to drop off presents for my child’s birthday.While we were chatting, the topic of rising expenses came up. They mentioned how the cost of everyday items such as...

Many of us can relate to the frustration of searching for hours for the information needed to validate a potential solution to a problem. This search can feel like playing the claw machine at the local arcade — trying to win that...

Are you prepared to prevent a cyberattack? Many financial professionals aren’t so sure. The good news is that there are steps you can take to protect your business. Prepare your office to prevent a breach...

 The Secret Ingredients of a Successful COI StrategyOne of the best ways to grow your business is through referrals from other professionals such as attorneys, real estate agents, CPAs, trust professionals, and other centers of...

Client events are a proven way for financial professionals to demonstrate appreciation, strengthen the client-financial professional relationship, and increase the chance of being introduced to clients' family, friends, and...

As either a buyer or seller, the number one thing to keep in mind: don’t set your expectations too high or too low and risk disappointment or demoralization. It can be devastating to have a number in your head only to realize that the...

Working so closely with clients as a regular practice can keep us busy - and those busy schedules may lead to a dip in the quality of the personalized customer service we provide to our clients. What if I told you that your investment...

There’s no doubt the new client experience is a solid cornerstone for many of the nation’s most successful financial professionals. In fact, once you nail down this important process, it may very well become your...

Fewer things are more reliable than tax day, even if the deadline has shifted around a bit in recent years. Discuss these last minute tax tips with your clients to prepare them for what's to come:IRAs and Retirement PlansTax-advantaged...

For years, financial advisors have believed that when it comes to succession planning, it’s a seller’s market. But as all advisors know, markets change. And these days the opposite may be true: Advisors hoping to sell their...

Starting in 2022, the various life expectancy tables used by owners and beneficiaries to calculate required minimum distributions (RMDs) from qualified retirement plans, IRAs and nonqualified annuities are being updated. This is being...

Client referrals are one of the top ways to grow your practice. Advisors new to the industry need referrals to get their practice up and running. Experienced advisors need referrals to grow and expand their practice. Asking for...

Enhancing existing client relationships has always been a top priority for Financial Professionals. Developing new client relationships is usually a close second. Interestingly, the best way to achieve the second is to be good at the...

Sometimes it feels like the job of a financial professional just keeps getting harder. There is tremendous competitive pressure out there, and not just from other financial professionals. The competition now includes low-cost providers...

As many Americans try to navigate this new normal of social distancing, we find ourselves with a lot of Zoom conference call invites. It's helping to keep people in touch and maintain business during this global pandemic. There are a...

Are you preparing for the next generation of your business by actively working with Millennials? They’re an economic force to be reckoned with, and they represent a significant growth opportunity. In today’s competitive...

In today’s highly competitive environment, no financial professional can afford to take clients for granted — especially those with substantial assets. Many high net worth clients have more than one advisor — and...

Prior to 2020, most financial professionals interacted with their clients primarily in person. However, this soon changed. As a result of the coronavirus pandemic, we saw a significant increase in people working virtually....

With summer in full swing, it’s a perfect time to pick up a good book to enjoy. InvestmentNews has created a summer reading compilation of books suggested by top experts within the finance industry. Take a look at their fun...

Help your clients understand and feel comfortable with their investments, while they plan their long term financial goals. Use this handy reference guide for tax rates, contribution limits, important dates and more! Essential Financial...

Building Customer Loyalty with Thoughtful ActionOne of the most effective ways to nurture client relationships and enhance customer loyalty is implementing a “Surprise & Delight” process. This is a way to show your clients...

As a business owner, setting goals demonstrates you’re committed to your business and your clients’ success. Goals also create clarity, present learning opportunities, identify areas that need improvement and can help you...

Now that the most consequential election in recent history is over, and we have a president-elect to be sworn in on Jan 20, 2021. Politics and market commentators, and even presidents themselves, have always linked the performance of...

Imagine a new client walks into your office for guidance on their finances and potential investment decisions. They then inform you they aren’t interested in setting retirement goals or identifying what they’ll need to...

8 Proven Tips for Speaking with Anxious Clients

Rob Santoriello

Thursday, August 6, 2020

You’ve undoubtedly had some tense conversations with clients during these times of volatility. At times, you’ve probably felt more like a counselor than a coach, as you tried to keep them from making emotional decisions...

Want More Time to Spend With Clients? Consider Using Third-Party Management

Rob Santoriello

Monday, July 13, 2020

Want More Time to Spend With Clients? Consider Using Third-Party Management As a financial professional, you face many challenges today, including increased client expectations, changing regulations and fee compression. One solution...

As the world of business moves faster and gets more competitive, it is difficult to keep up with both the changes in your industry as well as the innovations in sales, marketing and management strategies. As entrepreneurs, financial...

With the market declines and the Great Recession of the 2000s still fresh in American minds, and the real possibility of living 20 years or more after retirement, outliving retirement savings has become a major concern for a growing...

You know the importance of having a continuity plan for your practice – it lays out what you want to happen when you are no longer running it. It’s a great first step in creating your succession plan. But unlike a...

On Friday, Dec. 20, 2019, President Trump signed into law the Setting Every Community Up for Retirement (SECURE) Act, which launched sweeping retirement changes. It creates an opportunity for financial advisors to re-examine retirement...

Be SMART about your goals for 2020

Rob Santoriello

Thursday, December 12, 2019

As a business owner, setting goals demonstrates you’re committed to your business and your clients’ success. Goals also create clarity, present learning opportunities, identify areas that need improvement and can help you...

We all wish our clients would evangelize. We want them to go throughout the known world, telling our story and sending us clients. We think of centers of influence (COIs) as people who are sought out by others for their advice....

Client issues – nervousness about the future and unrealistic expectations for portfolio returns – has ranked as the top challenge for financial advisors, above regulations and market uncertainty. At the end of the day,...

As advisors, we’re continuously busy. But if we’re not careful, our overloaded schedules can lead to a significant – and costly – drop in the quality of the customer service our clients have come to expect. A...

Investor demographics are shifting, and that should be a wakeup call for the financial industry. Over the next five years, the whole of baby boomer clients is estimated to drop from 46 percent to 43 percent, and senior clients are...

3 Questions to Ask to Make Your Clients Better Investors

Rob Santoriello

Friday, August 23, 2019

How much easier would your life be if your clients were better investors? What would that look like? Better investors would better understand the markets, better understand their investment goals and how to meet them, and, ultimately,...

9 Tips for Keeping the Conversation Going

Rob Santoriello

Tuesday, July 9, 2019

These simple responses could turn acquaintances into clients Been there. Done that. You meet a person at a party. They ask what you do. You answer, “I’m a financial advisor.” The word “advisor” has barely...

Common Sense Tips to Protect Your Smartphone

Rob Santoriello

Monday, March 11, 2019

Your typical smartphones hold a tremendous amount of personal and professional data, including contacts, photos, text messages and online activity. In many cases, the typical smartphone holds more information than your office desktop...

How You Can Build Exclusive Relationships With Clients

Rob Santoriello

Friday, February 15, 2019

Statistics show clients frequently work with several financial professionals to manage their investments. Unfortunately, this can create many inherent problems because a financial advisor’s job is to look at the complete picture...

The Top 6 Reasons Why Clients Leave Their Advisor

Rob Santoriello

Thursday, January 24, 2019

Clients leave financial advisors for countless reasons, but ultimately these reasons can be grouped into a few major categories. By understanding these categories and evaluating your procedures, you can minimize the chances that...

7 New Year’s Resolutions to Help Grow Your Business in 2019

Rob Santoriello

Wednesday, January 9, 2019

Many advisors make personal resolutions for the New Year but fail to set resolutions that improve their practice. Setting goals is a great way to demonstrate you’re committed to your business and ultimately your clients’...

You’ve Just Been Hacked. Now What?

Rob Santoriello

Thursday, December 13, 2018

No matter how proactive you are, there will always be the possibility you’ll be the victim of a cyberattack. However, it can be difficult to determine if you’ve been hacked. Fortunately, a cyberattack will often generate...

Tips to Prevent a Cyberattack

Rob Santoriello

Wednesday, November 28, 2018

A consistent rise in the number of cyberattacks and data breaches taking place in the investment industry has many financial advisors asking if they are doing all they can to keep their firms safe. It’s more important than ever...

Managing Emotions Is Key to Weathering Volatility

Rob Santoriello

Tuesday, November 6, 2018

Money fuels emotions ­­– especially the fear of losing it. Far too often, emotions can lead to irrational behavior. With interest rates rising and the economic cycle maturing, many investors are experiencing the highest...

Don’t Waste Opportunities in a Bull Market

Rob Santoriello

Wednesday, October 3, 2018

With the markets going so well, it may be tempting to sit back and enjoy the ride. Many advisors are likely treating this record-setting bull market as an opportunity to pause and relax – but that could be a mistake. Rather than...

Does Your Pricing Represent Your Value?

Rob Santoriello

Thursday, August 30, 2018

Advisors are being asked to provide more value and more services than ever before. At the same time, the costs of running a practice—office space, technology, marketing, supplies and staff have all continued to rise. Despite...

How You Can Build Exclusive Relationships With Clients

Rob Santoriello

Friday, August 10, 2018

Statistics show clients frequently work with several financial professionals to manage their investments. Unfortunately, this can create many inherent problems because a financial advisor’s job is to look at the complete picture...

The Top 6 Reasons Why Clients Leave Their Advisor

Rob Santoriello

Friday, July 13, 2018

Clients leave financial advisors for countless reasons, but ultimately these reasons can be grouped into a few major categories. By understanding these categories and evaluating your procedures, you can minimize the chances that...

Is Your Website Making a Positive Impression On Visitors?

Rob Santoriello

Thursday, June 21, 2018

It’s critical that every advisor has a strong online presence. Convincing people to click on your website is just half the battle. You have to keep users engaged and give them a reason to keep returning to your website. What...

Centers of influence (COI) are one of the best ways to grow assets, but to be effective, they must be identified and approached correctly. Unfortunately, most advisors don’t identify all their potential COI. Advisors often think...

Your Most Important Client Meeting Ever

Rob Santoriello

Thursday, May 10, 2018

As markets continue to rise, so does every investor’s vulnerability to a fall A word of advice – don't look down. You'll only realize how far you could fall. That advice has never been more relevant for investors and...

Not All Advisor Websites Are the Same. Which Style is Right for Your Practice?

Rob Santoriello

Tuesday, April 24, 2018

Not All Advisor Websites Are the Same. Which Style is Right for Your Practice? As a financial advisor today, you need a strong online presence. Your website is a reflection of you, your business and your qualifications. Whether...

What Do Wealthy Clients Really Want? Hint, It’s Not What You Think

Rob Santoriello

Wednesday, April 4, 2018

What Do Wealthy Clients Really Want? Hint, It’s Not What You ThinkSo you want to advise wealthy clients. What advisor doesn’t? The good news is more than a third of affluent clients do not have a financial advisor. Sounds...

Benefits of Converting to a Fee-Based Model

Rob Santoriello

Monday, March 19, 2018

Benefits of Converting to a Fee-Based Model Today’s clients don’t want to take a hands-off approach with their money. They want to know how it is being managed, how their investments are chosen and if their long-term goals...

Grow by Joining a Branch

Rob Santoriello

Friday, February 23, 2018

Grow by Joining a Branch As an independent advisor, you have the choice of joining a branch or going it alone. Affiliating with a branch office lets you create the business model that works best for you and your clients while having...

Centers of Influence: Beyond Friends & Family Referrals

Rob Santoriello

Wednesday, February 7, 2018

Centers of Influence: Beyond Friends & Family Referrals Not all referrals are equally valuable. If referrals from existing clients are yielding fewer prospects – or prospects that don’t fit your practice – it may be...

7 New Year’s Resolutions to Help Grow Your Business in 2018

Rob Santoriello

Tuesday, January 16, 2018

7 New Year’s Resolutions to Help Grow Your Business in 2018 Many advisors make personal resolutions for the New Year but fail to set resolutions that improve their practice. Setting goals is a great way to demonstrate...

6 Ways to Deepen Client Relationships

Rob Santoriello

Monday, December 11, 2017

6 Ways to Deepen Client Relationships Enhancing existing client relationships has always been a top priority for advisors. Developing new client relationships is usually a close second. Interestingly, the best way to achieve the second...

Six Reasons you Should Consider Seminars

Rob Santoriello

Thursday, October 19, 2017

Six reasons you should consider seminars Seminars provide one of the best opportunities to convey your message to a large audience. If you want to strengthen your marketing plan, consider these six reasons to add seminars to your...

The Equifax Data Breach: Protect Yourself With These 6 Simple Steps

Rob Santoriello

Tuesday, October 3, 2017

The Equifax Data Breach: Protect Yourself With These 6 Simple Steps On Sept. 7, 2017, the credit reporting company Equifax revealed a massive security breach had exposed the personal information of 143 million Americans. What does it...

Don’t Let Your Book Die With Your Clients

Rob Santoriello

Wednesday, September 13, 2017

Don’t Let Your Book Die With Your Clients The United States is on the verge of the largest wealth transfer in the country's history. Studies indicate approximately $40 trillion will be passed down to the next generation by 2050....

How to Maximize the Value Of Your Practice

Rob Santoriello

Wednesday, August 23, 2017

How to Maximize the Value Of Your Practice Thanks to an extended bull market, many advisors who were considering retirement have chosen instead to push out their retirement date. However, with the uncertainty surrounding the current...

Why You Should Brand Your Practice

Rob Santoriello

Thursday, August 10, 2017

Why You Should Brand Your Practice As a financial advisor, defining your brand is one of the most important things you can do. Your brand represents who you are, what you stand for and the specific services you provide. A brand that...

Tips for Hiring a Terrific Assistant

Rob Santoriello

Tuesday, July 25, 2017

Tips for Hiring a Terrific Assistant An outstanding assistant can be indispensable to an organization, which is why hiring the right one is so important. A great assistant can save you time, handle your projects, reduce your work load...

Make Your First Impression Count

Rob Santoriello

Wednesday, July 5, 2017

Make Your First Impression Count We have all heard the expression, "You only have one opportunity to make a first impression." While it may be a cliché; it is true. A positive first impression is an important start to building a...

Connecting with Millennials

Rob Santoriello

Monday, June 12, 2017

Connecting with Millennials So we have heard a lot about millennials over the past few years, but who exactly are they? By definition they are anyone born between 1980 and 2000, and they represent the largest generation in history....

Finding Your Natural Market

Rob Santoriello

Thursday, May 25, 2017

Finding Your Natural MarketWhether you’re a rookie advisor or manage a successful practice, your financial success depends largely upon thinking strategically with the clients you work with. However, advisors wanting to grow...

Key Reasons You May Not Be Getting Referrals From Your Clients

Rob Santoriello

Monday, May 8, 2017

Key Reasons You May Not Be Getting Referrals From Your Clients Client referrals are one of the top ways to grow your practice. Advisors new to the industry need referrals to get their practice up and running. Experienced advisors need...

Segmenting Your Clients

Rob Santoriello

Monday, April 17, 2017

Segmenting Your Clients Time Management Most advisors start out in the business the same way, with no clients and no prospects. Their immediate focus is to obtain as many clients as possible, as quickly as possible. As the business...

Grow by Joining a Branch

Rob Santoriello

Friday, March 24, 2017

Grow by Joining a Branch As an independent advisor, you have the choice of joining a branch or going it alone. Affiliating with a branch office lets you create the business model that works best for you and your clients while having...

How to get coveted centers of influence on your side

Rob Santoriello

Thursday, February 2, 2017

Centers of Influence: Beyond Friends & Family Referrals Not all referrals are equally valuable. If referrals from existing clients are yielding fewer prospects – or prospects that don’t fit your practice – it may be...

Buying a Practice

Rob Santoriello

Wednesday, November 2, 2016

Growing Through Acquisitions – How to Do It Right Most financial advisors want to add clients and assets to their practice. Referrals and traditional prospect marketing can be successful, but they can also be slow and...