Practice

How to win wealthy clients

Advisors in the proprietary and HNW segments often tell us they need more than just the research and marketing support their in-house analysts provide. They’re looking for approaches that will give them a leg up.

August 2, 2011

5 min read

Life

Above and Beyond

Would the law go so far as to impose an obligation on an advisor to seek out and advise a beneficiary of a right to pay a premium on a lapsed policy? I don’t know, but if I were an advisor encountering a potential lapse situation, I’d have Compliance on speed dial.

August 1, 2011

3 min read

Industry

Don’t be suckered by cash flow statements

It’s a question we get a lot from advisors: Can you trust the cash flow statement? The answer is no. The question usually arises after a discussion of how untrustworthy the income statement and balance sheet are. What follows is an even longer discussion about how untrustworthy the cash flow statement is.

August 1, 2011

6 min read

Industry

Protecting clients in second marriages

"All you need is love" is probably not what Beatle Paul McCartney hummed after his $50-million divorce from Heather Mills in 2008. In hindsight, he also needed a prenuptial agreement.

By Rayann Huang |August 1, 2011

4 min read

How to segment your clients

The key to successful segmentation is a thoughtful analysis of your business, smart selection of clients, and a viable service platform to ensure clients who aren’t on your A-list don’t fall through the cracks. It used to be only a few firms had advisor report cards that outlined a book’s profit and client details.

5 min read

Advising those who wed again

Couples organizing a wedding should take time to plan their financial future, and this is especially important for those individuals preparing for their second or third marriages, according to Scotia Private Client Group.

By Staff |July 26, 2011

2 min read

Best Practices: Learning and growing

It is really important to be clear on your vision, find research on your specific target market, read books and then identify the practices you feel you can adopt and the areas you must change in order to attract these clients.

8 min read

DIY investing back on the rise

Two studies within a span of one week indicated DIY investing is really taking off in Canada. From an advisor’s perspective, the trend raises some alarm. The vast majority (85%) of online investors are using their online investing accounts for either long-term goals or a combination of long-term and short-term ones, according to the latest […]