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The Fast Track 

Angie Herbers has written for IA since 2005 on how to bridge the gap between the planner generations. Her blog will provide direct, to the point advice to both the principals of established firms in finding and retaining the best talent for those firms, and to those talented newcomers themselves on how the groups can together build firms-and a profession that will endure.

Recent Posts

Thu, 11 Jun 2009
I’ve received a number of e-mails about my May column “Coming of Age” in which I pointed out that the recent economic downturn has flip-flopped the job market for young financial planners: Instead of a “seller’s market” where they had many job offers and commanded high compensation packages, we now have a “buyers” market, in [...]
Mon, 20 Apr 2009
In my work with advisory practices, I get to see all the myriad things that custodians and broker/dealers do to “help” their advisors manage and market their firms more successfully. Often, my exposure is the context of helping advisors decipher some data dump of information intended to be “useful,” understand how a conference speaker’s comments [...]
Fri, 20 Feb 2009
These days, new sources of revenues are on the minds of many advisors. And that means signing up new clients. Fortunately (or unfortunately), with investment returns falling far short of what many folks were led to expect, there are plenty of potential clients looking for a new advisor.  The question is: how can you increase [...]
Mon, 19 Jan 2009
General George Patton once said that “in combat, there aren’t nearly as many fatigued divisions as there are fatigued divisional commanders.” During a crisis, people in responsible positions tend to over work themselves, and the problem is that you can’t help anyone if you don’t take care of yourself first. That goes double for financial [...]
Tue, 09 Dec 2008
One of the tangential issues from this fall’s market meltdown that independent advisors are wrestling with is year-end bonuses. With revenues and profits way off last year’s numbers or this year’s projections, many advisors are finding their bonus pools substantially lacking. That presents some hard choices for advisors who want to be fair to their [...]
Mon, 10 Nov 2008
With your practice revenues down and your workload—from increased client contact and possibly a few new clients—up, I realize that reviewing your own financial plan probably isn’t high on your priority list right now. But it should be. My advice to my clients and to you is to take a page out of Nike’s book [...]
Tue, 16 Sep 2008
Tough times like these can also be the best time for well-positioned advisory firms to grow. With the fate of many wirehouses uncertain, and the markets falling, if the past is any indication, new clients will be turning to independent advisors to get a better handle on their personal finances. To deal with these new [...]




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