Planning and Advice

Decorative pattern

Planning and Advice

Network hubs: Use professional associations to generate more referrals

(September 2005) In a recent workshop for a national dealer a few days ago, I spoke briefly about the concept of building “network hubs” to generate referrals. As I explained then, a network hub is an influential associate who functions as the “hub” of larger professional networks. By building relationships with these people, you gain […]

By Jeff Thorsteinson |September 12, 2005

3 min read

Decorative pattern

Planning and Advice

Managing change

(September 2005) Competition’s increasing, and not just from other financial advisors. You’re also faced with losing business to a range of professional specialists, including accountants, lawyers and insurance professionals, who have incorporated investment advice into their practices. According to a study of 579 Canadian financial advisors (see chart) nearly nine in 10 top advisors believe […]

By John J. Bowen Jr. |September 12, 2005

2 min read

Decorative pattern

Planning and Advice

Less is more (Part 1 of 2): Making the case for right sizing

(September 2005) There is an old saying that suggests that there is a fine line between being in a groove and being in a rut. Nowhere do I see that to be more evident than among high-level financial advisors. A common concern I hear from many high achieving advisors is that they feel they have […]

By Duncan MacPherson |August 31, 2005

4 min read

Decorative pattern

Planning and Advice

Building your professional referral sources

(August 2005) A clear indication of a successful financial services practice is the number of high-quality referrals that come from other professionals, peers, and community leaders. Ten years ago, I remember reading about how important it was to contribute time and money to meet influencers of charitable organizations. Not good enough today. Joining professional associations […]

By Jeff Thorsteinson |August 22, 2005

4 min read