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Summary: We do a lot of research here at InvestmentNews around practice management, from taking the pulse of advisory firms' financial performance to benchmarking the compensation and staffing of the elite firms in the industry. But after analyzing a firm's financial health and the single biggest factor on their bottom line — staffing — what practice-oriented feature affects advisory firm performance most?
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Summary: For most managers, the end-of-the-year employee compensation and performance review is one of the most dreaded events of the year. The average manager doesn’t have a disciplined approach for handling these critical discussions and decisions. The following tips will help you evaluate your current system and give you some ideas about how to improve the experience for you and your employees.
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Summary: In the latest twist on robo-advice, Insight Advisors in Los Angeles aims to apply automated separate account management to the alternative investments business.
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Summary: Donna Skeels Cygan is a most unusual financial advisor. She teaches clients how to invest in…joy, in addition to stocks and bonds. She gets lots of lucrative referrals from attorneys and CPAs, and turns them all down.
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Summary: When responding to direct mail, sometimes investors are just curious. It is really important to determine first who is just looking, wants some “free” information or hopes to get a lead or two before buying anything. Qualifying is a skill that few salespeople learn well. Every contact is not a lead, and every lead is not a qualified prospect. Here are some tips for qualifying upfront, which would help avoid the problem you raised in your question to me
