Client engagement

Autumn depresses clients and stock markets

Every investor’s risk tolerance seems to drop in winter and people who are prone to seasonal disorders experience a much bigger drop.

By Mark Kamstra |October 1, 2011

3 min read

Industry

KYC is about asking the right questions

Embrace the power of curiosity. Advisors must reengage their curiosity quotient and have dialogues instead of monologues with their clients.

By Vikram Barhat |September 22, 2011

3 min read

Industry

Client satisfaction declines

You might think you are doing a bang-up job in client service, but a new report suggests otherwise. The J.D. Power and Associates 2011 Canadian Full Service Investor Satisfaction Study has found satisfaction, loyalty and confidence in full service investment firms have declined.

By Staff |August 25, 2011

2 min read

Industry

Advising a laid off client

Just when it looked like the trend towards layoffs had slowed, Waterloo-based Research In Motion recently announced plans to lay off 2000 employees. Some of those who received pink slips likely called their advisors to discuss finances and possibly even for a pep talk.

By Al Emid |August 16, 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

Dealing with mental incapacity

As advisors, you are probably meeting next generation relatives of your long-term clients. These new contacts may play an important role in your continued relationship with your client, as the client’s “representative” (the attorney appointed by a “Power of Attorney” in most provinces, or the mandatory appointed by a “Mandate in anticipation of Incapacity” in Quebec) for financial and legal matters if your client becomes mentally incapable.

4 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 […]

3 min read

Securing clients for life: Part One

A few months ago, two respected money management firms — one bank-owned brokerage and one discretionary investment counsel — made compelling pitches to an ultra-conservative Toronto couple on how they would manage the couple’s $2 million non-registered portfolio.

4 min read

A numbers game

Another week goes by and you haven’t drummed up new client leads. You’re satisfied with the number of clients you have, but managing your business is getting stressful. The most worrisome thing? Despite being busy, you’re not hitting your revenue targets. There’s a question nagging in your mind: How will I find the time to take on more clients to reach my goals?

By Leigh Doyle |February 18, 2011

8 min read