http://www.henschenassoc.com/articles.php Henschen and Associates Articlesen-us "For advisors pondering a move from a wirehouse to an independent broker/dealer with visions of large, forgivable transition loans dancing in their heads, it's time for a reality check. That's because, as an esteemed economist famously said, there's no such thing as a free lunch! With reps at independent B/D reps..." "http://www.henschenassoc.com/articles.php?ID=90"2008-05-01Jonathan Henschen, CFS " Effective broker/dealer recruiting stories provide structure, direction, inspiration and motivation. When properly done they're remembered because they connect with advisors at an emotional level. Broker/dealer stories are intended to connect favorably with advisors on the move. But so many of these stories fall short by sounding like mission..." "http://www.henschenassoc.com/articles.php?ID=89"2008-04-01Jonathan Henschen, CFS "If you've been recruiting for even a short while, you've realized that the prospects in your pipeline are your lifeblood. You may believe by now that on your prospect pipeline hangs your every hope for the future. And by now, you may even harbor the common misconception that every prospect..." "http://www.henschenassoc.com/articles.php?ID=87"2008-02-01Jonathan Henschen, CFS "During a recent conversation with a client of mine, a broker/dealer president, the issue of the firm's recruiting market came up. On the one hand, the firm was frustrated by a lack of recruiting success. On the other hand, the client was generally comfortable with his firm's recruiting market because..." "http://www.henschenassoc.com/articles.php?ID=85"2007-11-01Jonathan Henschen, CFS "Over the years I've had the privilege of being the ";fly on the wall," hearing both the perspective of broker/dealers seeking qualified professionals and Advisors shopping for a suitable new firm. Not only do I deal with over 70 independent broker/dealers and their recruiters and management, I get to hear..." "http://www.henschenassoc.com/articles.php?ID=84"2007-11-01Jonathan Henschen, CFS ""Great companies understant that the ultimate throttle on limitless growth is not markets, technology, competition, or products: it's the ability to find, attract, and keep the right people." Jonathan Henschen - "Top Five Reasons Advisors Stay at BD's," Broker Dealer Magazine..." "http://www.henschenassoc.com/articles.php?ID=83"2007-11-01Pershing Special Advertising Section "Marlene Mazur, of Colts neck, N.J., started her financial career 30 years ago, right after she graduated from high school. She passed the Series 6 and Series 22 exams required by the national Association of Securities Dealers to sell financial products and started selling mutual funds to her friends' parents. Today, Ms...." "http://www.henschenassoc.com/articles.php?ID=82"2007-10-01Julie Bennets "The question greets visitors to the Henschen & Associates Web site in big, bold letters: ";The grass can be greener, but over which hill?" It's much more than a rhetorical question for advisors who are assessing the state of their broker/dealer relationships or contemplating the wisdom of seeking greener pastures..." "http://www.henschenassoc.com/articles.php?ID=81"2007-10-01David Port "Independent broker-dealers making lucrative and inventive offers to recruits appear to be gaining interest and attracting reps, with two firms saying they have recently found traction with advisers. In April, the four broker-dealers in Santa Monica, Calif.-based National Planning Holdings Inc.'s network began offering independent-contractor reps and advisers an astounding 42.5%..." "http://www.henschenassoc.com/articles.php?ID=80"2007-10-01Bruce Kelly "Industry observers and financial advisers are welcoming a series of management changes announced Tuesday by AIG Advisor Group Inc., which hopes the changes will lead to better services for advisers. The biggest change is that AIG has named Larry Roth to replace Peter Harbeck as chief executive. Mr...." "http://www.henschenassoc.com/articles.php?ID=79"2007-01-01Bruce Kelly "In 1989, one of those ";penny" stocks so common at the time sponsored my Series 7 license. After passing the exam, I spent three days listening in as experienced brokers made cold prospecting calls. At each advisor's side was a copy of Jim Pickens' and Ben Gay III's,..." "http://www.henschenassoc.com/articles.php?ID=78"2006-12-01Jonathan Henschen, CFS "NEW YORK - In order to take on the big boys of the independent broker-dealer market, some growing middle-tier firms are offering souped-up compensation packages in place of or along with big upfront checks. The intriguing and aggressive aspect of the new compensation packages is that they are not..." "http://www.henschenassoc.com/articles.php?ID=77"2006-12-01Bruce Kelly "IN DUSTING OFF our crystal ball, we thought of taking a prophetic approach to what lies ahead for our industry, attempting to answer such vexing questions as: Will equity indexed annuities by declared securities? Will advisors have any say as to..." "http://www.henschenassoc.com/articles.php?ID=76"2007-07-01Jonathan Henschen, CFS "NEW YORK - In a bid to stand out among their peers and to be more competitive in the marketplace, an increasing number of small to midsize independent-contractor broker-dealers are offering sophisticated compensation plans, including stock ownership, to their affiliated registered representatives. The firms that have offered sweetened compensation most recently..." "http://www.henschenassoc.com/articles.php?ID=75"2007-06-01Bruce Kelly "Last year I wrote an article detailing the, ";Top 5 Reasons Advisors Leave a Broker/Dealer." The more I researched the topic, the clearer the differences between advisors who move on and those who stay became. For advisors to consider changing broker/dealers, the pain threshold must be sufficiently high to..." "http://www.henschenassoc.com/articles.php?ID=74"2007-01-01Jonathan Henschen, CFS "NEW YORK - Faced with intense competition for financial advisers and growing transition costs, an increasing number of independent-contractor broker-dealers over the past year have boosted the amount of money they give to representatives and advisers to switch firms. The broker-dealers that recently have increased the transition or bonus money include..." "http://www.henschenassoc.com/articles.php?ID=73"2007-01-01Bruce Kelly "When put to the test in your Business Development Plan, the Ten Steps towards Recruiting Efficiency described in this article can help your broker/dealer reap accelerated success. Neglecting some or all of these issues, however, can result in conflict, discontent, and inefficiency among your recruiters and staff, as well as..." "http://www.henschenassoc.com/articles.php?ID=72"2007-03-01Jonathan Henschen, CFS "NEW YORK - LPL Financial Services Inc.'s plan to acquire three broker-dealers owned by Pacific Life Insurance Co. came as little surprise to many in the industry, though the deal has raised a few key questions, industry observers and advisers say. Terms of the deal, which was announced March 1,..." "http://www.henschenassoc.com/articles.php?ID=71"2007-03-01Bruce Kelly "NEW YORK - One of the founders of Financial Network Investment Corp., the largest independent-contractor broker-dealer in the ING Advisors Network Inc., walked out the door last month and joined NFP Securities Inc., leaving some observers to wonder how many registered representatives affiliated with FNIC eventually could follow. Jerry Brown,..." "http://www.henschenassoc.com/articles.php?ID=70"2007-02-01Bruce Kelly "As the new year dawns, I've been thinking about a situation that has become worse for many advisors in the past few years and, unfortunately, shows no sign of abating. Advisors are faced with so many urgent situations that the urgent messes with the important. As advisors wade through the..." "http://www.henschenassoc.com/articles.php?ID=69"2007-01-01John Melchinger