Career

Financial planning not investment advice wins clients

I’m willing to go out on a limb and say the clients I’ve met value a financial plan showing them step-by-step how to achieve their goals more than just investment advice. Here are two recent success stories illustrating how focusing on planning met the needs of the clients and resulted in new business.

By Mathieu Paradis |April 14, 2011

3 min read

Planning and Advice

Professionalization of the investment advisor role

Since the global market crisis of 2007-2008 there have been renewed calls in many jurisdictions for a stronger regulatory presence in securities markets. Even before the crisis though there was a rising expectation that members of the investment community conduct themselves in keeping with the standards of professional excellence that would enhance the ‘duty of care’ being provided to the client.

By Dr. Roberta Wilton |March 28, 2011

3 min read

Planning and Advice

Best Practices: Dealing with a troubled team

The senior advisor in our practice is amazing with people but cannot organize himself or his time and does too much of the talking in the client appointments. This often results in 2 - 3 hour appointments which cuts us down to only about 5 - 6 appointments a week.

By Joanne Ferguson |March 24, 2011

5 min read

Industry

Easy ways to enhance your business

I really did plan to eat healthier this year but after hanging out at my friend’s party a few weeks ago, I realized it’s tough to change your ways when hot wings, beer, chips and pizza keep calling your name — followed by the eventual moan from heartburn.

By Keith Pangretitsch |March 15, 2011

6 min read

An IPS, your ounce of prevention

One area in the field of finance that has been growing in acceptance is that of behavioural economics- sometimes referred to as behavioural finance. In essence, it deals with the various intellectual and emotional errors that nearly everyone fact seems to make. Concepts like overconfidence, negative loss aversion, mental accounting, hindsight bias and anchoring have gained considerable acceptance in the financial services industry.

4 min read

Back-to-back annuities

Set it up and leave it alone. That’s the dream of every investor: a low-risk, high-yield investment that provides a guaranteed payment. Thanks to prescribed taxation, the power of arbitrage, and low interest rates, there is such an investment: the back-to-back annuity.

9 min read

Becoming the next superstar advisor

Anyone with kids knows pop star Justin Bieber was discovered via YouTube. Before long, his songs were getting millions of hits from a growing fan base and he was courted by Justin Timberlake and Usher at age 12. When I was 12, I wasn’t even courted by girls with pigtails.

5 min read

Securing clients for life

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.

11 min read

Netting new clients

There is no doubt that referrals are the preferred way to grow our practice but sometimes clients don’t always send along the right type of prospects. Also, what if you want to target a specific market such as business owners for the first time? Direct mail has helped us grow our practice and target specific markets over the years. Here’s how it works and how it can work for you.

3 min read