Planning and Advice

Your service scorecard Fallback Image Decorative pattern

Planning and Advice

Your service scorecard

(August 2007) The best clients understand what you are doing, they appreciate the service you deliver and they see the value in your relationship. They have long-term perspectives and they don’t evaluate the relationship based on investment returns or short-term market fluctuations. That said, these clients are also more likely to use rigorous criteria when […]

By Tom Hamza |August 9, 2007

3 min read

How do you earn trust? Fallback Image Decorative pattern

Planning and Advice

How do you earn trust?

(August 2007) Is today’s client growing more skeptical about financial advice? What are their emotional hot buttons? We often think we know what clients worry about. The best way to find out, though, is by asking them. Our firm conducted client surveys in January 2006 and again in June 2007. The objective was to gauge […]

By Shawn O'Brien |July 30, 2007

4 min read

Control the future, write your will Fallback Image Decorative pattern

Planning and Advice

Control the future, write your will

(August 2007) Let’s face it: No one likes to talk about mortality issues. This may explain why so few Canadians actually have wills. Writing a will is essentially conceding that you’re going to die. While we all know this to be true, it doesn’t make the process any easier. Yet, clients need to understand that […]

By Mark Noble |July 30, 2007

8 min read

Talking to clients: Four questions they should ask Fallback Image Decorative pattern

Planning and Advice

Talking to clients: Four questions they should ask

(July 2007) Do you have a lot of one-way discussions with your clients? Smart investors should ask questions, regardless of whether or not they are particularly knowledgeable about the markets. Some, though, might require a little bit of encouragement. Use this template letter to let your clients know that you value their patronage and that […]

By Staff |July 20, 2007

2 min read