Practice

Decorative pattern

Planning and Advice

Keep elderly clients in mind

I’ve been doing retirement planning for the last 25 years. I started off as an insurance agent and am old enough to remember when there was no such thing as a retirement industry. In 1985, specializing in retirement planning and all the issues related to seniors was decidedly un-sexy. In fact, some of the people […]

By Ken McNaughton |December 1, 2009

5 min read

Decorative pattern

Planning and Advice

How to cope with challenging clients

Imagine a client showing up in your office and saying: “You lost us all this money. I regret everything I’ve done with you.” Well, that’s exactly what happened to financial planner Betty-Anne M. Howard. “I was devastated,” she says. “Completely floored.” Betty-Anne fought the urge to argue. She stopped, drew a breath and said, “I’m […]

By Mariellen Ward |December 1, 2009

6 min read

Decorative pattern

Planning and Advice

Celebrating Advice: The advisor evolved

Keith Costello, president and CEO of the Canadian Institute of Financial Planners Keith Costello, president and CEO of the Canadian Institute of Financial Planners Tony Mahabir, financial advisor, Canfin Financial Group Naguib S. Kerba, branch manager, Investment Planning Counsel Janet Freedman, president, Finance Matters Ltd. William D. Jack, Independent retirement advisor, Longhurst and Jack Q1. […]

December 1, 2009

10 min read

Decorative pattern

Planning and Advice

Stress your value when talking to clients

Participants at this year’s Dollars & Sense roundtable discussion say data from the investor survey contains clues to how advisors can better convey their value propositions to clients. The fact investors ranked “A periodic/annual review of my plans or accounts” as their primary need from an advisor indicates too much focus is being put on […]

December 1, 2009

5 min read

Decorative pattern

Planning and Advice

Help determine client priorities

After safety, security, and a good night’s sleep, having enough for retirement continues to be the most often articulated client priority, according to advisors participating in our annual Dollars & Sense roundtable. Demographics is largely the driver here, since the baby boomers are now moving through educating their children and are thinking about their own […]

By Kanupriya Vashisht |December 1, 2009

3 min read

Decorative pattern

Planning and Advice

Help clients deal with debt

Often, if a client doesn’t bring up debt issues with an advisor, it’s hard to provide much help. Further, a large percentage of clients who are in significant debt are younger folks, aged 20-to-35, who aren’t getting a lot of attention from advisors because they have little in the way of assets. But those demographics […]

By Philip Porado |December 1, 2009

2 min read

Decorative pattern

Planning and Advice

Advisors need sales friendly disclosure documents

What will help advisors do their jobs better? According to participants in our 2009 Dollars & Sense roundtable, some good places to start would be simpler, preferably sales-friendly, disclosure documents; some tools to help convey value and prevent clients from rushing to the lowest-cost options; and a well-defined product shelf that doesn’t overwhelm their clients. […]

December 1, 2009

8 min read

Decorative pattern

Planning and Advice

Survey: Clients dug in for the long term

In what is likely for many to have been the most trying year of their careers, it appears advisors have two things to be thankful for – Tax Free Savings Accounts and long-term investment horizons. Although the Advisor Group’s latest Dollars & Sense survey of advisors doesn’t find tons to cheer about, it does determine […]

By Mark Noble |December 1, 2009

4 min read

Decorative pattern

Planning and Advice

Survey finds investors eager to plan

Of all the things this industry remembers about these past 16 months, one thing should stand out: Great advisors took the opportunity to demonstrate value to their clients. Through our Celebrating Advice initiative, we’ve heard amazing stories from advisors who went the extra mile to help clients feel comfortable with the state of their investments, […]

By Philip Porado |December 1, 2009

2 min read

Decorative pattern

Planning and Advice

Faceoff: Saving for retirement

Welcome to Faceoff, featuring a discussion from two advisors on a hot-button topic. This month, here’s some perspective on what clients need to save for retirement. Moderated by Deanne Gage Participants: Mary Chan: Principal, Edward Jones, Mississauga, Ont. Janet Freedman: President, Finance Matters, Toronto. How much is enough? Mary: At Edward Jones, we look at […]

By Deanne Gage |November 30, 2009

5 min read

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