Planning and Advice

Can someone else find your clients?

(July 2008) There are no rules that say you need to do your own prospecting. In fact, if prospecting isn’t your thing — in truth, it can be a significant stumbling block for many advisors — there are ways to get someone else to do it for you. U.K.-based advisor Bhupinder Anand, managing director of […]

By Mark Noble |July 10, 2008

6 min read

Planning and Advice

A Quickstart For Small Business

Small business owners are in a tight spot. They need a solid compensation and benefits package to help attract and retain talented employees in today’s competitive labour market, yet they often can’t afford the costs of a traditional group plan. This creates a gap for many entrepreneurs and business owners who may risk losing valuable […]

By Staff |June 30, 2008

1 min read

Planning and Advice

Practice Lab: Giving gifts that bolster your brand

(July 2008) Promotional items are smart investments that can benefit your business in many ways, especially if you give them to clients. Here are some tips on how to select good, affordable gifts. 1. Choose the right promotional company. When searching for the right promotional company, definitely ask your colleagues, friends and family about companies […]

By Fortunato Restagno |June 27, 2008

4 min read

Planning and Advice

Set a service standard

Walk in the shoes of your best clients Understanding clients and helping clients understand Watch your language Why buy a cow? Attract your natural market More Shawn O‘Brien columns: Attract your natural market Why buy a cow? Watch your language Understanding clients and helping clients understand Walk in the shoes of your best clients Do […]

By Shawn O'Brien |June 20, 2008

4 min read

Revised anti-money-laundering regulations

(June 2008) Advisors could already be feeling additional compliance pressures — the effect of new legislation designed to bring Canada’s regulatory regime in line with international anti–money-laundering standards. If not yet, the effects will likely be felt very soon. Bill C-25, which introduces significant regulatory revisions to Canada’s proceeds of crime (money laundering) and terrorist […]

5 min read

A broad and real view of risk

(June 2008) “At least you didn’t lose any money” is a phrase commonly heard when an investment product, acquired on an advisor’s recommendation or at a client’s insistence, does not perform as promised or hoped. Principal protection, which is being discussed (and touted) by many in the financial services industry, is seen as a means […]

4 min read

Understand process, and thrive

(June 2008) A thriving services practice does not have the option of running on autopilot but consistent processes are, without doubt, the single biggest contributor to reliable and quality service delivery to clients. Even without superior functionality, the consistent, repeatable and most reliable service will always win — it may not be the best, but […]

4 min read

To Clients/Prospects: Your marriage and your financial plan

Show clients that you’re proactive about their major life change by sending them this customizable letter. Dear [client/prospect name], Congratulations on tying the knot! I hope you had a wonderful honeymoon and are enjoying your home as newlyweds. Since I have been your personal financial advisor for [INSERT YEAR HERE] years, it would be wonderful […]

By Staff |June 3, 2008

2 min read

Pension perspective: Too much choice?

(June 2008) It might be time to pay closer attention to the capital accumulation plans your clients are participating in at work — the more options they have, the less likely it is they’re making informed choices, or any choices at all. In recent years, you’ve no doubt seen more defined contribution, group retirement savings […]

2 min read

Growth strategy: Attract your natural market

(May 2008) The most common question I get from financial advisors is “how should I grow my business?” This is a vital consideration since businesses that aren’t growing are likely losing ground. Future growth is a challenge because many of the traditional techniques advisors know about are less effective today. Before we determine the best […]

5 min read