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How to Add Value

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       Creating Separation: Differentiating Yourself in Today's Competitive Marketplace by Michael Sheahan, CIMA, Vision Mentors, Inc. In today's very difficult market environment, the need to differentiate yourself from other financial advisors has never been greater. Your success will largely be determined by how you separate yourself from the rest of the pack and being aware of the skill sets required in order to create separation. (Download the article in pdf format.)

        How To Look Good In A Down Market? Bullrun Makes A Multi-Generational Leap In Innovation In Portfolio Construction Technology by Stephen C. Winks. It doesn't necessary follow if we understand the six financial service investment process that we will be adept at portfolio construction .... Investors today can get free real-time information on all their holdings from many sources, but what investor can't get is real-time analytics evaluating those holdings relative to all global investment options in an investment strategy, designed to achieve their goals and objectives. That is your value added proposition as an advisor and what Bullrun is designed to help you to do. Bullrun does the very difficult work of helping you manage portfolio returns. (Download article in pdf format.)

        Real-Time Information Is Here. What Does It Mean? by Stephen C. Winks. Real-time information essentially takes how we manage client relationships from the 1840s to the 21st century. So even for those of us who have spent years creating privileged proprietary information that empowers us to add value in ways no one else can, real-time information will profoundly change even how we do business. As new ways are explored to add value, investment management consultants will increasingly acquire the skill set of the PMer as much more portfolio management detail will be required to be managed. (Download article in pdf format.)

        SEI to Assume Responsibility for Account Performance in New MF/MA Platform by Stephen C. Winks. Firms like SEI are inexpensive and assume accountability for the investment results achieved in client accounts. (Download in pdf format)

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        Has the World Really Changed? by Richard M. Todd. An investment management consultant has a responsibility to assist clients with setting realistic expectations. Much has been written about the historical valuations of the markets and the soaring NASDAQ and technology stocks, but related investment trends should be worrisome to both clients and their advisors. (Download in pdf format)

        End of an Era by Stephen C. Winks. Are we at the end of the commission brokerage era? Access to financial products is no longer unique, and trade execution has been reduced to a commodity that can be obtained for free. What differentiates the financial services professional is no longer product access or trade execution, but how well they address and manage financial values most important to each client in achieving values most important to each client in achieving their long-term goals and objectives. (Download in pdf format)

        SEC Examination of RIAS Focuses on Full Disclosure and Advertising Involving Exaggerated Claims by Stephen C. Winks. For consultants who have $25 million or more under advisement and are subject to practice examinations by the Securities and Exchange (SEC) every 3-5 years, the SEC will be paying special attention to disclosure and advertising issues .... The formal legal position of the major commission brokerage firms that they are not providing advice tells us how far Wall Street has to go culturally over a very short period of time to effectively make the transition to high level, comprehensive advice. (Download in pdf format)

        Have Efficient Markets Resurfaced and Are They Here to Stay? by Stephen C. Winks. Has our concept of efficient markets become passé or will the recent downturn restore our faith? This is a market where investors are behaving in an emotional and not strictly rational manner, where active investment management strategists can be highly successful. (Download in pdf format)

        ime2: The Formula for Competitive Advantage in the World of Cyber-Advice by Donald B. Trone and Roger C. Gibson. In the not so distant past, the investment advisor's principle competitive advantage was access - advisors held sole dominion over access to investment information and products. Today, investment advice is a commodity and anyone with a mouse can access any corner on Wall Street. (Download in pdf format)

        Spencer Trask to Provide Greater Access to High Level Advice Technology by Stephen C. Winks. The Investment Source Company will offer a comprehensive investment process technology tied to a virtual, real-time balance sheet and income statement, which will be aggresively priced to assure deep and broad market acceptance. (Download in pdf format)

        Putting Monte Carlo Simulation into Practice by Rex P. Macey. Monte Carlo simulation, defined as the use of random sampling to estimate actual values, has helped clients become more comfortable with their strategic allocation and gain a better understanding of the trade-off between risk and return. (Download in pdf format)

Quick Section Links:
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   "How To Add Value" Home
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   Fast-Breaking Innovations
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   Managing Your Practice
   Growing Your Practice
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        The New Rules of Internet Marketing by Stephen C. Winks. Are commission brokerage and investment management consulting destined to converge as one very sophisticated delivery methodology for all financial products and services where high level professional investment counsel is routinely provided? Or will investment management consulting and the thesis of adding value remain a distinctly different business and grow like wildfire outside of the conventional brokerage business? (Download in pdf format)

        Legay Planning, Part III - Getting Started by Kenneth B. Wheeler and Scott M. Farnsworth, Family Legacy Institute, Inc. We all know what is at stake for wealthy clients who, regardless of age, education or business savvy, have not planned. Many will be forced to sell (possibly sacrifice) the family's most easily liquidated assets - their stock and bond portfolios - to pay a 7- or 8-figure estate tax bill. The family's financial consultant, an unwilling participant in such an event, will be able to to offer little comfort .... (Download in pdf format)

        Building Your Practice Around a Plan by John Daly, Director of Marketing, Spears, Benzak, Salomon & Farrell. The investment management consulting industry is growing almost exponentially as thousands of brokers are beginning to evolve their books toward consulting. All too often, brokers in moving their business into investment consulting neglect to do what they always advise their clients to do: have a plan. (Download in pdf format)

        Buying Motivations That Drive Investment Decisions by Steven Drozdeck and Karl Gretz. Have you ever wondered what the buying motivations of your clients and prospective clients are? As investment management consultants, you have the opportunity in your client interview to uncover the key buying motivations of your prospective clients and to gain an understanding as to how to best serve their needs. (Download in pdf format.)

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