Transferring Intimacy

Adkins, Rick
March 2011
Journal of Financial Planning;Mar2011, Vol. 24 Issue 3, p38
Academic Journal
The article reports on the professional issue regarding the future condition of the financial planning profession in the U.S. It states that the future existence of the profession is totally dependent on the ability to transfer client intimacy from one generation to the next. However, the firms value are lowered because of the trend of low or no intimacy which leads those firms back toward commoditization. It provides the three important results from the relationship-transition standpoint of clients. The author provides ways to acquire professional authority, including exhibiting professional decorum, professional judgment, genuine compassion, and relationship success.


Related Articles

  • Transform Your Professional Relationships into Drivers of New Business. Littlechild, Julie // Journal of Financial Planning;Mar2011, Vol. 24 Issue 3, p34 

    The article reports on the study depicting ways to build an ideal network of professional advisers. It offers strategies on how to leverage relationships with centers of influence and generate referrals from clients and professional groups. It states that one of the biggest mistakes of...

  • Change the Way You Ask for Client Referrals. Richards, Dan // Journal of Financial Planning;Mar2011, Vol. 24 Issue 3, p36 

    The article reports ways on how to come up with an effective referral conversation with clients. According to Financial Planning Association's (FPA) "2011 Marketing Methods: Planner Best Practices" study, 81% of planners request referrals from current clients and 65% of those planners report...

  • The Patient Gardener. Swift, Marie // Financial Planning;Nov2005, Vol. 35 Issue 11, p99 

    Presents information on the drip marketing approach in creating a successful investment advisor-client relationship. Importance of developing an ideal client profile; Factors to consider in creating a database profile of prospected clients; Components of a drip-marketing plan; Materials needed...

  • Marketing's Magic Bullet? Keep It Simple and Consistent. Schulaka, Carly // Journal of Financial Planning;Mar2011, Vol. 24 Issue 3, p30 

    The article reports on the findings of Financial Planning Association's (FPA) "2011 Marketing Methods: Planner Best Practices" study that shows the effective marketing practice. According to the study, around 60% of planners have no formal marketing plan and only 38% of those without a formal...

  • A Way to Investors' Heirs. Silver, Larry // On Wall Street;Sep2005, Vol. 15 Issue 9, p81 

    Focuses on multigenerational marketing, a strategy used by financial advisers to enjoy success over a period of time. Reason for capturing the heirs of their clients as customers; Technique employed by advisers to attract second-generation clients; Advantage of bringing up the concept of...

  • WHY can't we be Friends? McGee, Suzanne // Financial Planning;Nov2005, Vol. 35 Issue 11, p62 

    Discusses ways in keeping personal and professional relationships separate in the financial planning industry. Factors to consider in drawing a professional relationship with clients; Reasons behind the need for financial planners to impose limitations on personal ties with clients; Risks...

  • When the Whole World is Your Client... Thompson, Duane R. // Journal of Financial Planning;Jun2000, Vol. 13 Issue 6, p32 

    This article explores the client engagements of certified financial planners in the U.S. In 1999, the Certified Financial Planner Board of Standards Inc. (CFP) adopted a revised definition of client, affirming that a practitioner is engaged when an individual reasonably relies upon information...

  • Your Cue to Doing Right. Silver, Larry // On Wall Street;Jun2005, Vol. 15 Issue 6, p89 

    The article emphasizes the need to have a valuable trust and confidence between a client and a financial adviser. The most successful financial advisers always place their customers' well-being ahead of their own. They trade only when necessary. They give as much of their valuable time as...

  • What happened to seminars? Magdalein, Kim // Life Insurance Selling;Dec2013, Vol. 88 Issue 12, p56 

    The article offers the author's perspectives on seminar marketing based on the author experiences of running a seminar marketing company and a client at the same time. The author is particular on the importance of seminar marketing for advisors such as in the crisis long-term planning which are...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics