Practice

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 […]

By Richard Austin |June 13, 2008

4 min read

Planning and Advice

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 […]

By Cindy Jenner Cowan |June 9, 2008

4 min read

Planning and Advice

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

Planning and Advice

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 […]

By April Scott-Clarke |June 2, 2008

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

To Clients: Education savings (updated)

(May 2008) Government grant money is not the easiest thing to come by for your typical clients, unless they have children and an education savings plan. Encourage your clients to collect this “free” money wherever they can get it — send them this customizable template letter outlining the opportunities and advantages of saving for a […]

2 min read

The fee debate and your obligation to clients

(May 2008) Over the past several years many dealers and advisors have embraced fee-based accounts for a number of sound business and ethical reasons. These accounts are said to more closely align interests, as both clients and advisors benefit directly from an increase in assets. The temptation to engage in certain trading activities, such as […]

3 min read

How to get your policies approved faster

(May 2008) Filling out insurance applications is a regular part of an advisor’s job, but getting the documents completed is frequently a struggle. What most don’t realize, however, is that blank forms make the process much longer than it needs to be. Shelina Esmail, head of living benefits and chief underwriter at Canada Life, says […]

3 min read

To Clients: New options for your locked-in accounts

(May 2008) Clients have new, legitimate options at their disposal for unlocking locked-in retirement accounts, after the federal government released amendments to the Pension Benefits Standards Regulations, making good on promises made in this year’s federal budget. The amendments announced are designed to give consumers the ability to reposition their retirement assets and withdraw from […]

By Staff |May 9, 2008

3 min read

Reputation at risk

(May 2008) This article first appeared in the April 2008 issue of Advisor’s Edge Report. There’s a lot of carnage in today’s markets. It stretches far beyond market losses and prudently calculated risks, and actually touches on the notion of trustworthy advice. Sure, there are unexpected illiquidities. Non-bank asset-backed commercial paper is one; Mount Real […]

3 min read