Planning and Advice

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Planning and Advice

Dollars & Sense 2009

The Advisor Group’s eighth annual Dollars & Sense survey of advisors and clients provides precious insights into what clients want from their advisors; and in turn, what advisors need in order to fulfill those expectations. One thing’s clear from the survey: despite tough economic times, clients aren’t ready to give up on advice, and advisors […]

By Staff |December 12, 2009

3 min read

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Planning and Advice

What we can learn from brain science

We have all heard variations of the new shoe salesman story. The young salesman was frustrated because he wasn’t selling very many pairs of shoes. “I don’t know what I am doing wrong”, he lamented to an older colleague after a particularly frustrating day. “I must have served fifty different people today who all looked […]

By Barry LaValley |December 9, 2009

5 min read

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Planning and Advice

Market numbers: December 3, 2009

The Toronto stock market headed for a positive opening Thursday amid solid earnings reports from the Canadian banking sector, a sign of increasing strength in the American financial sector and higher oil prices. The Canadian dollar moved up 0.08 of a cent to 95.3 cents US. U.S. futures also pointed to a higher open on […]

By Staff |December 3, 2009

3 min read

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Planning and Advice

Cash (flow) is King

Managing client cash flow is an overlooked yet crucial part of financial planning that can help you drastically increase your practice’s revenues. A recent National Payroll Week Employee Survey suggests that over 59% of Canadian employees would have trouble making ends meet if their paycheque was delayed by even one week. Talk about improper planning, […]

By Robert Abboud |December 1, 2009

6 min read

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Planning and Advice

Final Words: Advisors share their insights

In these Final Words, we feature some of the verbatim responses from our 2009 survey in which advisors talk about what it takes to explain compensation to clients, what topics the people they face across a desk every day are bringing up, and what they’re doing to prepare people for the transition into retirement. Compensation […]

By Philip Porado |December 1, 2009

4 min read

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Planning and Advice

Keep elderly clients in mind

I’ve been doing retirement planning for the last 25 years. I started off as an insurance agent and am old enough to remember when there was no such thing as a retirement industry. In 1985, specializing in retirement planning and all the issues related to seniors was decidedly un-sexy. In fact, some of the people […]

By Ken McNaughton |December 1, 2009

5 min read

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Planning and Advice

How to cope with challenging clients

Imagine a client showing up in your office and saying: “You lost us all this money. I regret everything I’ve done with you.” Well, that’s exactly what happened to financial planner Betty-Anne M. Howard. “I was devastated,” she says. “Completely floored.” Betty-Anne fought the urge to argue. She stopped, drew a breath and said, “I’m […]

By Mariellen Ward |December 1, 2009

6 min read

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Planning and Advice

Celebrating Advice: The advisor evolved

Keith Costello, president and CEO of the Canadian Institute of Financial Planners Tony Mahabir, financial advisor, Canfin Financial Group Naguib S. Kerba, branch manager, Investment Planning Counsel Janet Freedman, president, Finance Matters Ltd. William D. Jack, Independent retirement advisor, Longhurst and Jack Q1. Where do you see the value of advice today, as opposed to […]

December 1, 2009

10 min read

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Planning and Advice

Stress your value when talking to clients

Participants at this year’s Dollars & Sense roundtable discussion say data from the investor survey contains clues to how advisors can better convey their value propositions to clients. The fact investors ranked “A periodic/annual review of my plans or accounts” as their primary need from an advisor indicates too much focus is being put on […]

December 1, 2009

5 min read

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Planning and Advice

Help determine client priorities

After safety, security, and a good night’s sleep, having enough for retirement continues to be the most often articulated client priority, according to advisors participating in our annual Dollars & Sense roundtable. Demographics is largely the driver here, since the baby boomers are now moving through educating their children and are thinking about their own […]

By Kanupriya Vashisht |December 1, 2009

3 min read

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