Practice

Legally speaking: Volatility, prepared clients and opportunity

As the market turmoil continues, advisors again have an opportunity to demonstrate their value. This opportunity should not be missed — volatile times are when clients look to their advisors for proactive advice. What’s more, advisors also have an opportunity to avoid the obvious, foreseeable negative result of actions made by clients who are spooked […]

By Harold Geller |September 11, 2008

5 min read

Building a better referral network

(September 2008) Imagine receiving a phone call from a respected accountant or lawyer, telling you that he has a client who really needs your expertise and would like to speak to you as soon as possible. The client fits your ideal client profile. How do you make this scenario reality on a regular basis? Start […]

By Bernie Geiss |September 4, 2008

4 min read

Setting the standard

According to IIROC’s most recent proposal regarding financial planning standards, member firms will soon be expected to check whether or not representatives who provide financial plans have completed a single course on financial planning from the CSI or have qualified for one of various financial planning designations. A resulting fear is that, if approved, member […]

By John De Goey |September 1, 2008

3 min read

Hire and retain talented team members

(August 2008) Regardless of their length of time spent in business, their method of revenue generation or the type of services they offer, advisors generally have too much work to do and too little time. As we discussed in earlier columns, unusually successful advisors typically put two activities — business development and client relationship management […]

By Cindy Jenner Cowan |August 18, 2008

6 min read