Practice Management

Creative Prospecting Helps Make the Sale

The three stages of selling a retirement plan into a company, prospecting, proposing and closing all require preparation and creativity, according to Marilyn Pearson, Vice President at Merrill Lynch.

Words of Wisdom

The five finalists for the Retirement Plan Adviser of the Year award shared some of their best practices at the 401(k) SUMMIT yesterday.

Are YOU an E-Mail E-ddict?

It used to be that a messy desk was considered to be the sign of a cluttered and inefficient mind (at least by so-called efficiency experts).

More DC Participants Means More Questions

An anticipated 20% increase in defined contribution (DC) participants between 2007 and 2011 means a pool of 9.6 million people with potential questions regarding their plan, according to a new research report.

Poor Communication Costs Clients

Lack of communication can be extremely damaging to an adviser-client relationship, and is a frequent reason clients leave their adviser, a new survey says.

Auto Catch-Ups on Fidelity Drawing Board

Fidelity Investments is testing a new feature under which older participants already contributing at or close to the maximum to their 401(k) plans can "automatically" catch up.

Opportunities Abound for Advisers in Distribution Marketplace

Financial advisers will have many opportunities to win rollover dollars away from retirement plan providers as outflows from 401(k) plans increase and traditional plan providers do not have the retail experience necessary to capture them, a new report says.

Schwab Institutional Releases Two Reports to Help Independent Advisers

In conjunction with Moss Adams LLP, a provider of management consulting services to advisory firms, Schwab Institutional has released two reports to aide independent investment advisers with organization and business development, the leading barriers to firm growth.