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Summary: Lately the industry’s been a bit obsessive over “the great wealth transfer” and how advisors can appeal to Next Gen investors. But a new PriceMetrix study shows these clients are not as coveted as previously thought. PriceMetrix found that while client retention has been high in recent years—advisors retained 90 percent of clients in 2013— there are several factors that cause retention rates to vary significantly, including age and income.
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Summary: During the past 40 years or so, independent registered investment advisors have won a growing share of the hearts and dollars from an investing public increasingly yearning for holistic financial advice and not just stock picks. And as RIAs have taken a bigger slice of the business, traditional brokerages have responded to some extent by upping their game in the comprehensive financial advice department. But as the 21st century enters the midway point of its second decade, the profession seems to be at a transitional tipping point.
Added on January 2014 in M&A Issues
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Summary: Yung advisers struggling to gain a critical mass of clients and bulk up their assets under management may want to find another firm to buy. Karsten Advisors, a Fort Worth, Texas-based firm with four financial advisers, all under the age of 40, has acquired nine advisory practices in the last 13 years to reach a total of $250 million in client AUM
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Summary: You can lose a client at any time and, really, for pretty much any reason. But divorce, dementia and above all death are high on the list of unfortunate circumstances. More than half of widows (55%) ditch their husband’s advisor, and almost all (98%) of next-generation inheritors fire their parents’ advisor, says client-data reporter Blueleaf, citing a study from PwC. A measure of client attrition is inevitable. But advisors can prevent some losses by taking action before it’s too late, according to Trust Advisor.
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Summary: Nearly half of the advisor work force is at or near retirement, which means more firms must recruit younger advisors to accelerate their succession plans, and also puts BDs and custodians at risk of losing assets under management, according to a just-released study by Cerulli Associates.