Prospecting

Survival tips for new advisors Fallback Image Decorative pattern

Planning and Advice

Survival tips for new advisors

It’s a rough ride for new advisors. Prospects can tell you’re new, so they hesitate and object. How do you respond?

By Bryce Sanders |January 21, 2014

3 min read

Are you networking enough? Fallback Image Decorative pattern

Planning and Advice

Are you networking enough?

You have to network to build your practice. But how much time should you devote? Most professionals spend an average of 6.3 hours meeting new people and strengthening connections every week, says a survey by the Business Network International (BNI).

By Jessica Bruno |January 17, 2014

3 min read

How to talk to wealthy prospects Fallback Image Decorative pattern

Planning and Advice

How to talk to wealthy prospects

You’re at a charity event supporting breast cancer research at the Ritz-Carlton. It’s black tie, complete with a chamber orchestra, silent auction and champagne. You’re surrounded by wealthy prospects and see one standing alone—a fashionable, middle-aged woman. How can you talk to her without sounding like a fool?

By Rosemary Smyth |January 17, 2014

3 min read

Lessons from advisors in rural Canada Fallback Image Decorative pattern

Planning and Advice

Lessons from advisors in rural Canada

Toronto is not the centre of the universe—and few know that better than advisors working in rural and remote areas. We spoke with three who say they’d never work in big cities, and their experiences are instructive for advisors all across Canada.

By Melissa Shin |January 17, 2014

9 min read