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Articles published 6/2013


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Steve Dunlap joined Cetera for its flat organization. In his new home people 'can sit around a table and contribute ideas.'

Making sense of Steve Dunlap stepping into Barnaby Grist's 'big shoes' as Cetera's RIA czar

The Lockwood, Pershing and Schwab alumnus with a products and PM background is tasked with leading strategic development and expansion of Cetera’s RIA unit

June 28, 2013 at 12:59 PM

Jack Waymire: Only 26.3% of investors said they selected the low-cost service provider while 66.3% said they selected the advisors they trusted the most.

Why only 14% of RIAs volunteer complete pricing information to clients and why selective fee disclosure is not a winning strategy

News flash! Clients don't care what goes in your pocket as long as they know the fees you charge are competitive

June 27, 2013 at 4:05 AM

David Welling: We call these 'boomerang' folks. These people make a move as soon as they can get out of their existing contract.

Black Diamond divulges 'unbelievable' data about how Advent is doing, two years after its $73-million buy

The growth at the Jacksonville, Fla.-based RIA unit is pretty stunning, but competitors say that Axys users are still ripe for the picking

June 26, 2013 at 5:12 AM

Scott Dell'Orfano: I have seen 3,000 advisory firms, and you get a sense of firms that are set up for success and others who are struggling.

How Scott Dell'Orfano is helping to double the size of Banyan Partners just six months after leaving Fidelity

The former national RIA sales exec at Fidelity brings charisma and vision to the task of making unlikely mates of his Florida company and a whiter-gloved Silver Bridge.

June 25, 2013 at 9:51 PM

James Gorman: This is a historic day for Morgan Stanley.

What 'historic' deal James Gorman really closed by paying Citigroup to release its tentacles from Smith Barney?

The implicit mission of Morgan Stanley in hiring the ex-Merrill Lynch brokerage chief was to switch market positions with Merrill -- and perhaps thats just happened?

June 24, 2013 at 6:02 PM

Ron Rhoades: Wall Street and the large U.S. banks have captured our regulatory bodies and Congress, to the detriment of individual American investors.

Why keeping FINRA from ruling RIAs is critical to these firms, the investor -- and even the U.S. economy

In Part 1 of a four-part series, our One Man Think Tank pulls back the lens to look at how the resolution of the fiduciary furor could reverberate nationwide

June 24, 2013 at 4:03 AM

Vince Lowry: It's worth noting that we have gotten little resistance on fees.

This $9-billion Philly RIA is launching an ETF company financed by Chinese private equity

Vince Lowry, an ex-cop and Smith Barney managing director has made a big bet on Chinese ETF market that's mushroomed from $12 million $38.8 billion in the last decade

June 21, 2013 at 1:13 PM

James "Chip" Mahan: If you ask any banker about the SBA, they'll say it's messy with a lot of paperwork and sometimes the SBA won't pay. But we disagree.

Fidelity's M&A program reload looks 'game-changing' after it partners with a middleman to get Uncle Sam to guarantee RIA deals

The piece de resistance is a maverick-owned North Carolina bank with an RIA-savvy ex-Schwabbie and software that fights SBA red tape

June 20, 2013 at 5:53 AM

Cecile Munoz: Trying to be like a man diminishes our natural advantages.

Top RIA business executive recruiter chides 180 women gathered in a New York ballroom for second-guessing themselves

The make-no-excuses female headhunter, Cecile Munoz, says men claim the power after women 'self-select out'

June 20, 2013 at 4:10 AM

Scott Wilder: We're gonna be a home for the pissed-off broker.

This Atlanta roll-up start-up plans to reach $1 billion right quick by using hedge fund cash to execute a Schwab template

Scott Wilder offers a 'home' for the $50M-$100M RIA with a no-fine-print 70% payout, Four Seasons offices and a piece of the pie

June 19, 2013 at 5:34 PM

Derek Bruton: The sales cycle has lengthened.

At the $50 billion mark, Derek Bruton discusses how LPL's hybrid unit became 'wildly successful' and why Fortigent helps put the $100-billion target closer still

Booming markets have slowed recruiting, but the IBD's RIA custody unit will only get better as it affords itself more and more of Fortigent brainpower

June 19, 2013 at 1:34 PM

Terence Hong: While Junxure’s lack of cloud integration was a source of criticism in the past ... the desktop application also benefited from relatively low cost, and performance was only bottlenecked by the user’s own hardware.

Friedman makes his case to Hong for why Junxure Cloud's doubling-plus of fees is worth that much more

True, it's looking spiffy in its Windows 8-style attire, solid in its Rackspace grounding and clued-in with its channeling of its inner RIA soul, but even Friedman is holding off on a conversion for his RIA, Private Ocean -- for now

June 18, 2013 at 5:34 AM

Before the lights went out: A consumer panel says what it knows about what it doesn't.

TD throws its first client-best-interest summit, a micro-event, by 'candlelight' in Palm Beach and ideas rise from the RIA deeps

As members of a consumer panel bitch creatively, fed up advisors dig deep for ideas that depend less on DC vicissitudes and more on RIA will and unity

June 17, 2013 at 4:33 AM

John Bogle: They have a problem.

John Bogle tells the Morningstar crowd just why Vanguard Group has a 'problem' -- and it starts with his dogged criticism

The outspoken sage is outraged that his old company sells funds with 'Wonder Bread' sales tactics while holding itself out as the low-cost choice

June 14, 2013 at 5:25 PM

Tom Nally and Fred  Tomczyk put their heads together before the opening session.

TD Ameritrade Institutional Elite Summit boasts big firms, big ideas and a defiance of the weather

A combined $133 billion AUM of advisors -- made up of 133 advisors -- made for rareified, if highly humid air in Palm Beach

June 14, 2013 at 2:56 PM

Barney Frank (r.) with TD's Skip Schweiss: We can’t confuse people who are already confused.

Barney Frank puzzles crowd on his fiduciary stance at TD summit -- as questions from Skip Schweiss and advisors expose his haziness on the RIA structure and soul

The namesake of the Dodd-Frank bill seems to buy into a suitability approach as a gold standard for financial advice

June 13, 2013 at 6:02 PM

Robert Belke: The company wasn't for sale ... We were really just getting started.

Why exactly Lovell Minnick sold First Allied about five years ahead of plan

RCAP Holdings, virtually simultaneously with an IPO of its operating parent, came virtually out of nowhere to snatch a broker-dealer that Lovell Minnick had not even considered selling

June 13, 2013 at 5:31 AM

Wayne Bloom: If we have an advisor who wants to be part of the community and values what we bring to the table, I could care less how they are registered.

Commonwealth and Securities America get into the RIA custody business and Wells Fargo is right behind them

IBD execs are pulling out the stops to court a finite pool of advisors in motion

June 12, 2013 at 5:51 AM

Patrick Burns: Is there really that much of difference between their branch manager's encouraging them to join a new firm versus a recruiter at a Protocol member firm's doing the same?

Why MSSB's legal hardball in Idaho could bring overdue change to the Broker Protocol

As the Broker Protocol nears its 10th birthday, the author argues that branch managers who jump ship and then recruit others deserve legal cover

June 12, 2013 at 5:05 AM

Alan Markarian: We're the largest commercial bank focusing on this need.

How U.S. Bank appeared on the scene as an RIA custodian and where it might find love

Though the brand seems to scream out Generic Retail Bank, its Cincinnati RIA unit see room to wrest share from bigger, more faceless banks and the smaller brokerages

June 11, 2013 at 6:15 AM

Peter Wheeler: There's a one in a billion chance that something like this would happen twice.

RIAs get hit with data losses held at small RIA-owned firm that, in turn, blames giant Amazon for lack of backup and for selling its space

Bad luck and the Seattle web giant's too-porous cloud technology vexed ElevateCDS, its owner says, but RIA tech experts say perhaps more care was owed to virtual belts and suspenders

June 10, 2013 at 4:34 AM

Jim Crowley: Success would be 'growing faster than the market at a multiple rate.'

Between sessions at INSITE, Pershing execs describe how they'll spell victory in their grand custody merger -- and what stands in the way

Elsewhere at the southern Florida confab, Tibergien and former Secretary of Defense Robert Gates fill in for Hillary Clinton under stormy skies

June 7, 2013 at 11:03 AM

Eduardo Repetto posed with Alex Potts and Chip Roame before telling advisors about a born-of-data, new ingredient in DFA funds.

Dimensional's co-CEO tells clients at Monterey event that DFA is changing its Classic-Coke intellectual fund recipe

Loring Ward advisors learned that a 'breakthrough' dimension related to profitability will be mixed into all funds by year's end

June 6, 2013 at 6:53 AM

Ted Madden: We saw this great opportunity to integrate this business and really capture the full power of Fidelity and focus on growing the business with advisors.

Fidelity Investments recognizes power of RIAs in 401(k) market and has increased efforts to work with advisors

With plan sponsors demanding advice, the Boston-based king of DC retirement plans decides to go with the fiduciary flow -- and some experts see it as a blink while others call it a Fidelity bonanza

June 5, 2013 at 5:18 AM

Brent Brodeski: At $3 billion in AUM we would need to add $450 million per year just to achieve the 15% growth Harvard claims to be table stakes.

What I learned at Harvard Business School that doubled my RIA assets to $3.3 billion in two years

$13,000 and seven days in Boston sparked a sales revolution, a deal-making mindset, a TAMP and an online venture

June 4, 2013 at 5:54 PM

Roger Shaffer: At first, I was looking for an option that didn't exist.

Why Roger Shaffer happily agreed to become a 'HighTower' advisor without getting paid for his practice

After two decades at Merrill and then SunTrust, the Atlanta advisor finally found the right admixture of autonomy, open architecture and paternal assurance

June 4, 2013 at 5:06 PM

Michelle Smith: Wow, I'm going to capitalize on this. ... I drove a truck through [that] gap.

On Barron's panel at IMCA, three top advisors tell what knocked them on course

I compulsively listened to a divorce opportunist, an ex-Goldman, now Merrill fellow, and a Morgan Stanley consultant offer a diverse array of nuggets

June 3, 2013 at 6:33 AM

Sandi Martin:  The choice I made: To leave a secure job with lots of room for advancement -- but only marginal room for fulfillment -- and build a business around the small part of the job that I love and am really, really good at.

Inside my decision to leave salesy CIBC and start a financial planning shop in rural Ontario

Still waiting for my bank non-compete to expire, I am plunging ahead with $58-dollar-a-month overhead and knowing I can help in my native community

June 2, 2013 at 9:45 PM

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