When it Pays to Have Open Communications

February 15, 2014

By Ayo Mseka According to a survey of more than 200 registered investment advisors (RIAs) that was conducted by Aberdeen Asset Management, while they consider historical returns, rankings, manager tenure and brand name when they are evaluating mutual funds, the leading factor underlying a decision to recommend one fund instead of the other is clarity regarding the portfolio manager’s investment philosophy and strategy. The Aberdeen Asset Management RIA Survey found that 59 percen...

A Prescription for Sales Success

February 15, 2014

By John Graham Many salespeople are superstitious. For some, it’s the way they shake hands, while for others, it is fanaticism about being punctual, wearing certain jewelry, or using a favorite pen. Success is all about following “personal rules.” Break those rules and something goes wrong. While personal preferences are interesting and sometimes even helpful, there are certain “actions” that may produce far more robust sales results. Here are eight to think about: Every pros...