Prospecting

How to turn friends into clients

Friends can make great clients. But somewhere between the prospect and client stages you’ll probably need to overcome several objections.

By Bryce Sanders |October 15, 2013

3 min read

Planning and Advice

Small clients, big opportunities

Let’s be honest. It’s more lucrative to chase wealthy prospects, but they aren’t the average advisor’s bread and butter. There are only so many affluent folks to go around, so you won’t grow your book if you keep waiting for millionaires.

By Suzanne Sharma |October 1, 2013

2 min read

Planning and Advice

My Best Event: Striking the right chord

Not many advisors can call Jim Cuddy of the country rock band Blue Rodeo their warm-up act. Rob Campbell can.

By Stuart Foxman |October 1, 2013

2 min read

Planning and Advice

Diversify your network

Your network probably includes advisors and professionals who share your investment and client service philosophy. While it’s easier to meet and connect with these people, there’s one big drawback.

By Brynna Leslie |October 1, 2013

3 min read

Devising the right prospecting strategy

If you ask an established advisor how she gets new clients, she’ll probably say through referrals. The implication is she prospected in the early days of her practice, but at a certain point stopped actively looking for clients.

By Bryce Sanders |September 23, 2013

3 min read

How established advisors get clients

Referrals are a good way to grow your practice, but you’ll need other methods if you want to take your business to the next level. Here are five strategies established advisors use to beef up their books.

By Staff |September 16, 2013

3 min read

Triple your AUM

Christine LaLiberté, CIM, FCSI, is senior investment advisor, director, private client group at DundeeWealth (renamed HollisWealth as of November 2013). Her clients are mostly business owners, retirees or those nearing retirement. About 70% of her clients are between ages 55 and 70.

By Suzanne Sharma |September 4, 2013

5 min read

Get new clients by tweeting

You’re stuck in a prospecting rut. One of your colleagues mentions she uses Twitter to get her name before the public, and credits her tweets with bringing her two new clients in the last month. You’ve been wary about entering the Twitterverse because you’ve little experience with social media. What should you talk about to gain clients and prove you’re an influencer? And what shouldn’t you tweet?

By Rosemary Smyth |September 4, 2013

3 min read

Prospecting

How to turn friends into clients

Small clients, big opportunities

My Best Event: Striking the right chord

Diversify your network

Devising the right prospecting strategy

How established advisors get clients

6 prospecting tips

Triple your AUM

Get new clients by tweeting

Prospecting on vacation