Deanne N. Gage

No quick fixes for prospecting challenges

(October 2006) Why do survey respondents find prospecting (21%) and building their books of business (19%) such a challenge? For starters, there’s the problem of finding the time to actually do it. And prospecting can’t just be any old strategy à la seminars and cold calling — it’s got to be something that’s innovative, gets […]

By Deanne N. Gage |September 26, 2006

6 min read

Market Insights

Investment hybrids

(July 2006) The theorem “keep ’em separate” no longer applies. As baby boomers begin to retire, expect to see more product innovations that combine investments with insurance. Annuities or segregated funds are only the beginning, says Moshe Milevsky, executive director of the Individual Finance and Insurance Decision and associate professor of finance at York University […]

By Deanne N. Gage |June 30, 2006

5 min read

Industry

Role reversals

(June 2006) To retire comfortably, many advisors will say clients need at least 70% of their pre-retirement income. And that figure may increase substantially for high-net-worth clients, since they are least likely to compromise their current lifestyles. But for those people who don’t have that 70%, it isn’t necessarily stopping them from retiring. Some will […]

By Deanne N. Gage |June 14, 2006

3 min read

Industry

Advisor Forum update: Structured products here to stay

(December 10, 2004) While advisors may have mixed reactions to structured products, they can’t deny their popularity and growth potential, according to the president of OpenSky Capital. Sales have topped $7.7 billion with an anticipated 50% growth rate over the next five years, says Steven Marshall, whose firm offers absolute return products. “Whether or not […]

By Deanne N. Gage |December 10, 2004

3 min read

Industry

Elite advisor conference update: Speaker outlines five strategies for richer relationships

(June 25, 2004) Want to become an elite advisor? Start acting like one. There’s a tendency for most advisors to focus more on portfolio construction and investment positions and less on creating a “wow” advisor-client relationship, says John Bowen Jr., president of CEG Worldwide, a New York-based advisor consultant firm. According to CEG Worldwide research, […]

By Deanne N. Gage |June 25, 2004

3 min read

Industry

Advocis conference update: Survey says hedge funds will dominate new launches

Advocis conference update: Membership drive main focus for new chair Advocis conference update: Expert offers tips to send CI sales through roof Advocis conference update: Understanding generation profiles essential to team-building (June 3, 2004) If you think hedge funds lack staying power, think again. A recent Morningstar Canada survey of fund and product managers finds […]

By Deanne N. Gage |June 3, 2004

2 min read

Industry

Advocis conference update: Understanding generation profiles essential to team-building

Advocis conference update: Membership drive main focus for new chair Advocis conference update: Expert offers tips to send CI sales through roof (June 2, 2004) Having difficulty recruiting new assistants and other support staff to your team? The reason may lie with how well you relate to your current employees, says Dr. Linda Duxbury, professor […]

By Deanne N. Gage |June 2, 2004

2 min read

Industry

Advocis conference update: Executive orders

Advocis conference update: Membership drive main focus for new chair (May 31, 2004) Executives can be the toughest type of client to crack since they are often married to their jobs, whether at home, the office or traveling on business. But a few methodical ways will get their attention, according to Warren Baldwin, regional vice-president […]

By Deanne N. Gage |May 31, 2004

2 min read

Industry

Advocis conference update: Advocis announces in-house E&O program

(May 27, 2004) Advocis members should see a much improved errors and omissions insurance (E&O) plan by April 1, the next renewal period, thanks to the launch of a new independent association that will oversee E&O development, association officials say. “A strong marketplace demand has driven Advocis to work on this innovative errors and omissions […]

By Deanne N. Gage |May 27, 2004

2 min read