Stein's law, a rule of thumb for politics, economics and business, is that "If something can't continue, it will stop." Here are four inevitable changes in the investing environment.

When meeting with a prospect for the first time, financial advisers should limit discussion about their background to 3 minutes and address the 4 key questions most prospects want answered.

Most advisers routinely cross paths with attractive prospects in day-to-day life. The challenge is to raise the possibility of working together without becoming known as someone who is always pitching.

With 80% of financial planning recommendations not leading to action, we need a fundamental reappraisal of how to create plans that translate into action.

Of all the challenges for financial advisers, one of the most daunting is persuading clients to discuss their finances with family members.

It's not enough to say the right things or have the right credentials. Advisers have to be able to translate what they do for clients from the abstract to the concrete, to set themselves apart.

The challenge for most advisers is that they've built practices as generalists and aren't sure how to make the transition to become specialists. There are three basic steps.

Last week I spoke to an adviser about how he turns one of his favourite recreational activity into new clients. It's simple and has paid big dividends.

Should you have a minimum asset threshold for new clients? Should there be other factors that you look at beyond just assets? How do you communicate your criteria to prospective clients?

Price is an issue only in the absence of value. Advisers who want to ensure future success need to adopt the credo: "Value isn't everything, it's the only thing".

All advisers know they should pay special attention to their top clients - the challenge is how. I suggest investing 20 minutes to create a four-age Client Opportunity Plan

Have your 2012 revenue resolutions gone by the wayside? If so, the year is far from over - consider picking one of three simple strategies identified in a recent research study which differentiated financial planning firms that outperform...

Struggling with a staff member? According to a recent book, once people feel that they're fairly paid, more money won't increase their motivation or performance - but three other factors definitely will...

If you're not excited about the work you do, you can't expect your team and your clients to be. Here are three different approaches that can help you restore your energy and excitement level...

While attending the American Economic Association meeting in early January, I had three conversations with leading academics concerning experiments to help people stick to their plans, including one that tripled savings rates...

Last autumn, a veteran adviser I know contacted his retired clients with the suggestion that they meet to discuss one simple goal. Not only did this exercise benefit those clients, he tripled his referrals in the process...