Practice

Personality matters: Tailor your practice to meet clients needs Fallback Image Decorative pattern

Planning and Advice

Personality matters: Tailor your practice to meet clients needs

(March 2005) Relationships, we are told, are the key to success in the advisory business. Fair enough. But let me ask you: what makes a good relationship with a high-networth client? Is it whether you and the client get along on a personal level? Whether the client says he or she is satisfied? Whether the […]

By Thane Stenner |March 15, 2005

5 min read

Portus fallout part 2: The irate investor Fallback Image Decorative pattern

Planning and Advice

Portus fallout part 2: The irate investor

(March 2005) What happens when an advisor recommends Portus to a client and then stops all communication when the firm’s assets are frozen? It’s not a pretty story, but you can probably guess the outcome. The advisor loses the client, who is left frustrated and upset. Debbie*, a single parent and business owner from Edmonton, […]

By Doug Watt |March 9, 2005

3 min read

Portus fallout: Dealing with worried clients Fallback Image Decorative pattern

Planning and Advice

Portus fallout: Dealing with worried clients

(February 2005) With Portus stuck in regulatory limbo, advisors are offering guidance to colleagues who may have referred clients to the hedge fund firm. Although the current controversy over Portus may not be directly comparable, it has some advisors harkening back to the grim days of the bear market when they were forced to deal […]

By Staff |February 28, 2005

4 min read

Hone your conversation technique Fallback Image Decorative pattern

Planning and Advice

Hone your conversation technique

(March 2005) Most advisors have a basic level of knowledge about their clients that comes from the “Know Your Client” information gathered at the outset of the working relationship. But over time, you can augment this “hard” information with “soft” information that can only surface in conversation. To hone your conversation technique and to develop […]

By Barry LaValley |February 21, 2005

2 min read