Planning and Advice

How to increase revenue in this climate

We all saw our income drop with the markets and have probably been stunned by how quickly everything turned around. At my branch, our income is directly tied to the value of the assets we manage. With the goal of increasing revenue, here are some of the ways we improved our bottom line. 1. We […]

By Robert Abboud |June 19, 2009

5 min read

Planning and Advice

Case study: Showing your appreciation to clients

Quick — what activity comes to mind when you think of client appreciation events? Golf is by far the winner — and why not? ‘Tis the season for hitting the links. But advisor Greg Thompson wanted a unique event for his clients, something that maximized fun and socializing with others — two characteristics he feels […]

By Geoff Kirbyson |June 10, 2009

4 min read

Planning and Advice

The new wealth advisor — building a differentiation strategy

Protecting and enjoying your lifestyle Protecting and enjoying your lifestyle Helping your family Planning for the future Enjoying financial comfort Creating a legacy If it is in your life, it is in your plan. John and Jane may do the same thing, but their marketing message is considerably different. John, the investment advisor, focuses on […]

By Barry LaValley |June 3, 2009

3 min read

Planning and Advice

Odd lots

Failure, it is said, is of uncertain paternity, while victory has many parents. In the midst of a severe financial crisis, blame seeks a ready target. And yet, every financial crisis has a pattern that unfolds with predictable excesses, villains and scapegoats. If you canvass people who are distant from financial services, invariably they will […]

By Scot Blythe |June 3, 2009

3 min read

Don’t admit liability before the facts are in

In my car’s glovebox, along with a stash of Rolaids and fast food restaurant napkins (real men don’t carry Kleenex), I have a card from my insurance company, which explains what to do if I’m involved in a traffic accident. You probably have one too. Assuming you survive the crash, and have the presence of […]

4 min read

The advantages of fee-for-service

In times like these, advisors need to focus on their clients, all of whom are asking, “What does this mean to me?” They’re wondering whether their fi nancial plans have been compromised and what they can do to mitigate any negative impact. Those of us who provide comprehensive fi nancial planning are in a unique […]

10 min read

Convert your practise to fee-based

In our rapidly evolving industry, with stiff competition from the banks and ever-increasing demands from clients (not to mention decreases in revenue brought on by the extended bear market), many fi nancial advisors have decided it makes good sense now to transition their practices to the fee model. Even though advisors understand the rationales, there […]

7 min read

Help clients solve their "little" problems

The planning of this issue started with a series of conversations with fee advisors. All those chats circled back to a common theme: Times like these show the advantages of not having to earn commissions. That’s no dig at those who do opt for a commission structure. This business is all about choice, starting with […]

2 min read

Tips for attracting new business

Transition planning Succession planning Insurance planning for businesses Money management A recent event I attended featured one top advisor, Shelley Nesbitt of RBC Dominion Securities, who really stood out among her peers. Here are some of Nesbitt’s tips that could lead to turning points in your business. 1. Focus on only two or three sectors. […]

3 min read

The Tizzy factor: How to beat being overwhelmed

Review the cases in progress and make a plan to clear up the backlog and focus on cases already open and likely to close. Note that the potential revenue from the cases Ernie had “in the mill” amounted to 200% of the revenue he had earned the previous year! Enhance the client process to make […]

4 min read