March 1, 2004
Preparing Loan Requests That Get Funded
Remember, it's your job to make the case for why your loan should get funded, not the loan officer's. The first step is a loan proposal that gets your foot in the door.
March 1, 2004
Separately Managed Accounts: Be Careful What you Wish For
Separately managed accounts represent a good way for asset managers to increase throughput. But be careful what you wish for. Those assets may come flying in the door, but so do the questions about how well they are being managed.
March 1, 2004
You’re Invited
The tried and true way to attract new business is the good old investment seminar. It's not sexy. But it works, if you can get the details right.
March 1, 2004
Highlighting Critical Issues at the Dawning of a New Day
Though the Sarbanes-Oxley Act was made law in 2002, years later directors, chief executives and chief financial officers debate its meaning and its impact on the relationship between boards of directors and the management teams they monitor. In this piece,…
March 1, 2004
Other Dimensions of Forensic Accounting
When PriceWaterhouseCoopers published The Auditor's Guide To Forensic Accounting Investigations, it became apparent that the corporate accounting scandals of 2001- 2003 had indelibly linked fraud investigations with foresnic accounting. But the truth is that foresnic accounting goes well beyond fraud…
March 1, 2004
Gifts and Inheritances: Where Death and Taxes Finally Meet
This article explores some of the basic concepts concerning how to determine the basis of assets you inherit or receive as a gift. This is a companion to an earlier article which explored basic tenants of determining cost basis.
March 1, 2004
Cost Basis: The Foundation of Performance
This monograph is a short primer on on determining the most fundamental of investment concepts -- determining cost basis.
March 1, 2004
Expert’s Corner – Firing Clients
Is there any way to "fire" a client nicely? Developing skills in pruning clients can be every bit as important as developing the skills to bring them on.
March 1, 2004
Experts Corner – Accessing and Using Information in the Public Domain
What kind of information is floating around in the public domain, and how can you access it?
March 1, 2004
Hey You Men, Listen Up . . .
Insight and color on why female financial planners are, by one important measure, much more successful than their male conterparts.
March 1, 2004
No Man Is An Island
This article describes how so-called study groups -- the aggregation of several financial planning firms into a group that relies upon and networks with each other -- can give a small firm the power of a large one.
March 1, 2004
Changing Landscape of State Estate Taxes
The rise in the federal limits for estate tax exemption from the 2001 Economic Growth and Tax Relief Reconciliation Act (EGTRRA) have hit many states where it hruts the most: in the pocketbook. Many are fighting back with by "de…
March 1, 2004
The Problem with SBA Loans
The SBA's cornerstone program, the so-called 7(a) Loan Guarantee has helped thousands of businesses. But you should think twice before applying. Extracting help from the public sector can extract a real toll on your deal.
March 1, 2004
An Affinity for Selling
This article was written for financial services sales professionals affiliated with Interbay Funding. It explores some of the basic tenants of affinity selling, why it makes sense and the value it brings to the sales equation.
March 1, 2004
Feelings Matter
If you are not sure how you feel about the economy, you at least take the temperature of your peers. A group of advisers is becoming the financial world's answer to the Nielsen families resulting in the Advisor Confidence Index.
March 1, 2004
Drawing The Line On Fees . . . But Where?
Is the popular model for levying fees, a percentage of assets under management, really right for financial advisors? Some fee only advisors are charging extra for certain services, earning fees, and getting recognition for value they add.
March 1, 2004
Firing Clients
Is there any way to "fire" a client nicely? Developing skills in pruning clients can be every bit as important as developing the skills to bring them on.
March 1, 2004
Training Places
Training and education technology that has been de riguer in other industries is just now making an appearnce in financial planning. In a regualted business for which one new regulation is promulgated every seven days, access to training can be…
March 1, 2004
Less is More
A survery of more than 5,000 reps from LEL financial services reveasl a curious trend. Increasingly, planners want fewer, not more customers. Why? Because, in the ver popular high net worth space, less is more.
March 1, 2004
State of Flux
Substantial changes to the federal estate tax laws enacted in 2001 under the Economic Growth and Tax Relief Reconciliation Act (EGTRRA) have upset the delicate balance between state and federal estate tax liabilities. T. Rowe Price asked me to write…
