• September 2010

  • Cover Story

  • Taking Care of Business

    By Dave Lindorff

    While a challenging nut to crack, specializing in the small-business owner market can lead to a diverse (and lucrative) revenue stream.

  • Columns

    • Producer Profile

  • Rebuilding Citi

    By Howard J. Stock

    Citi's switch last year to a fee-only program that targets wealthier clients caused many bank brokers to leave, but some advisors, like Owen Watstein, a super-producer working out of a branch on Manhattan's tony Upper East Side, is gung-ho about the opportunity to grow his recurring revenue business.

  • Departments

    • Production

  • Personal Prospecting

    By Bill Cates

    Some good examples of how your colleagues are using referral events to produce great quality introductions that result in new clients.

  • Common Ground

    By Steve Garmhausen

    Getting trust and brokerage to work together is tough, but the result can be a cohesive—and profitable—wealth management solution.

    • People

  • Where Do Widows Go?

    By Susan Bradley

    Most women leave their advisors when their husbands die. Why? Part of the problem is that advisors think widows are little old ladies who have never managed anything but their households. That neither reflects reality nor addresses what these women need.

    • Portfolio

  • The Most Wanted List (of Variable Annuities)

    By Kerry Pechter

    What are the hottest products in the bank channel? The top 5 variable annuities have lifetime income options, deferral bonuses (aka rollups), and can provide what lots of people want: Upside potential and downside protection in one package.

  • In Every Issue

    • Branching Out

  • Picking Up the Pieces (South Dakota)

  • Editor's Letter

  • Adaptation

    So much change has occurred over the past two years. We have evolvedfrom a climbing stock market, increasing wealth and a growing economy to a jagged market, a lot less wealth and a slow economy that may yet turn south on us again.

  • FrontLines

  • Trends & Takeaways

  • Wealthy Investors Stick to Their Knitting

    Volatile equity markets are giving many investors reasons to sit on the sidelines. But members of Tiger 21, a peer-to-peer learning group for wealthy investors, like their stock plays and are sticking to them.

  • Millionaire Population Spikes

    The number of high-net-worth individuals in the top ten U.S. metropolitan areas jumped 17.5% in 2009, the highest growth rate in the last four years, according to the Capgemini 2010 U.S. Metro Wealth Index.

  • Roths Appeal to Younger Investors

    Younger investors are converting to Roth IRAs in greater numbers than those nearing retirement, according to a report by Fidelity Investments.

  • Investors Gossip Online About Advisors

    High-net-worth investors are integrating social media into their lives more than ever before, according to a new survey from the Institute for Private Investors (IPI).

  • VA Sales Rise, But Fixed Drags Down Total

    Annuities sales fell 7% overall in the second quarter, dragged down by poor fixed annuity sales, although variable annuity sales rose 11% over the same period, according to new data from LIMRA.