Practice

Education builds trust with clients

You’d think a million dollars would ensure you a spot in the business books of most financial planners. Well, not if you’re dealing with Josée Dumas, investment counsellor at RBC Phillips, Hager & North Investment Counsel in Quebec City. Prospects must pass the education round before she will accept them as new clients. Don’t panic! […]

By Steven Lamb |March 1, 2010

5 min read

Handling high-net-worth clients

High-net-worth clients are different. Their expectations are high. They’re not easily impressed. And they don’t go for canned solutions. So, what’s an advisor to do? Start by understanding the segment. Who are the wealthy? Definitions of high net worth vary widely. One client, who springs from humbler beginnings, may feel quite wealthy with $300,000 in […]

By Staff |March 1, 2010

11 min read

Dressing for success

Take a walk along the underground passageways that connect the office towers in downtown Toronto’s financial district; you can pick them out. Advisors who work with high-net-worth clients stand out—although in many respects they do it by not standing out. The secret is revealed by the way they knot their ties, the well-burnished but not […]

By Philip Porado |March 1, 2010

2 min read

Faceoff: Asset allocation

Participants: Andrew Beer, manager of strategic investment planning, Investors Group, Dave Velanoff, CEO, MGI Financial. Your philosophy? Dave Velanoff: We don’t really have a philosophy. We broach asset allocation much further down the financial planning chain. Every client is different. We start off by meeting with the client and conduct a comprehensive needs analysis and […]

By Kanupriya Vashisht |March 1, 2010

8 min read