Archive for November, 2009
Faceoff: Saving for retirement
Monday, November 30th, 2009
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Multi-boutique firms encourage shared ownership
Monday, November 30th, 2009
Tags: Boutique Firms, Shared Ownership
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Providing holistic advice requires coupling of skill sets
Friday, November 27th, 2009
Tags: Advice, Holistic, Skill Sets
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New ways to help divorcing couples
Friday, November 27th, 2009
Tags: Couples, New Ways
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Younger advisors will trade income prospects for stability
Friday, November 27th, 2009
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Attract the best to build your team
Friday, November 27th, 2009
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Stock picking matters: Kanko, Jenkins
Wednesday, November 25th, 2009
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Free webinar – Using low-cost client lunches to build prospecting momentum
Tuesday, November 24th, 2009
Many advisors are struggling with a strategy to communicate with prospective clients.Last week, I conducted a webinar with U.S. advisor site Horsesmouth, outlining a simple approach to prospecting using a series of low cost client lunches that advisors can host in their boardroom.
You can listen to the webinar at the link below – there’s no cost, you simply have to enter your email address.
http://register.webcastgroup.com/l3/?wid=0720610094723&pre=1
For much more information, please visit http://www.clientinsights.ca.
Sorry, it turns out the webinar referred to above is no longer available, however, here is the transcript of the presentation by Dan Richards:
Tags: Advertisement, Amp, Boardroom, Campaign Goal, Email Address, Free Webinar, Informal Survey, L3, Lunch, Luncheon Series, Luncheons, Minute Time Blocks, Momentum, Private Room, Prospective Clients, Prospects, Register, Roundtable, Rule Of Thumb, Sandwiches, Wid, Www Ca
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Celebrating Advice: Effective business planning
Tuesday, November 24th, 2009
Tags: Advice, Business Planning
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How to Consolidate Client Assets
Wednesday, November 18th, 2009
In recent workshops, I’ve talked about the need to focus on one primary business goal for each key client you work with.When I ask advisors for examples of possible objectives, the one that comes up first most often is “consolidating accounts held elsewhere.”
Wanting to do this is a good start …. The key question is how best to go about this.
Becoming the exclusive financial advisor for key clients has always been a priority for advisors … but these days, this is even more important. Partly that because advisors are looking to regain some of the assets lost in last year’s market decline – and in part it’s because of the recognition of the risk that if you don’t act, another advisor you share a client with might.
Tags: Advertisement, Business Goal, Client Assets, Confidentiality, Conscious Decision, Financial Advisors, Financial Affairs, Financial Institutions, Focus, Good Reason, Instances, Insurance, Investments, Investors, Market Decline, Money, Priority, Relationships, Risk, S Market, Second Group, Umbrella
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What do Financial Advisors Want?
Wednesday, November 18th, 2009
Every Financial Advisor {FA} wants to answer three questions:
1. What role do I play in my practice?
2. How big do I want to become?
3. What is the requisite {required} organization {RO} to enable me to answer questions 1 and 2?
Most FAs get paid for results. Their compensation is tied to the sale of products such as investments, insurance, mortgages, savings, loans etc or the sale of advice. People tend to think of the FA role as a sales function. Yet, the tasks an FA is required to perform are much more complex than simply selling. Today, the vast majority of FAs are entrepreneurs who have chosen to work in financial services. They are building a business. There are two principles that determine how big and sustainable that business will become:
Tags: 80s, Art And Science, Capability, Cpa, Financial Advisors, Financial Services, Immigrant, Income Families, Insurance Mortgages, Investable Assets, Investments, Leverage, Life Insurance Agent, Loans, Norm Trainor, Optimization, Organi, Premiums, Profitability, Six Figure Income, Twenty Years
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Giving clients hope in tough markets
Wednesday, November 18th, 2009
These days, many advisors are focusing on meeting with key clients to review and discuss their portfolios.In some cases, the market developments of the past year mean that advisors are recommending significant changes.
In other instances, however, the portfolio in place a year ago still makes sense and there is no reason to make a change – a situation that can pose a problem. Here’s why.
In my conversations with investors since last fall, there is a universal sense that the investing climate has changed dramatically – and the feeling that there portfolio should be changing as well.
Tags: Climate, Conversations, Corporate Bonds, Corporate Clients, Corporates, Diversification, Instances, Investing, Investment Bonds, Investments, Investors, Market Developments, Optimism, Portfolio, Portfolio Cases, Portfolios, Proactive, Risk, Sake, Status Quo, Universal Sense
Posted in Dan Richards | 1 Comment »
Making Yourself Referable
Tuesday, November 17th, 2009
The following is based on one of Norm Trainor’s clients, Tom Perrone.
How do you feel when you meet someone who just naturally makes you feel at ease? There are people who seem to have the gift of engendering trust. Tom Perrone is one of those people. One of the things I have learned in working with Tom is that his ability to make people feel comfortable is based upon two things: 1. Effort, and 2. Skills. Tom really makes an effort to ensure that the people he meets feel at ease and safe. Over the years, he has honed skills that he applies in a seemingly effortless way in his interactions with others.
Tags: Acts Of Kindness, Client Interaction, Core Values, Decisions, Depth Exploration, Discovery, Do The Right Thing, Family Member, Feelings, Nickel, Norm Trainor, Perrone, Personal Card, Personal Note, Personal Notes, Personal Touch, Prospective Client, Seniors, Small Acts Of Kindness, Value Proposition
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The product pusher, thankfully, won’t survive
Tuesday, November 17th, 2009
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FaceOff: Advisor commissions debated
Monday, November 16th, 2009
Tags: Commissions, Faceoff
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Investors need both a belt and suspenders
Monday, November 16th, 2009
Tags: Investors, Suspenders
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It’s safest to underrate returns, overrate inflation
Monday, November 16th, 2009
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Beyond asset allocation
Thursday, November 12th, 2009
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Getting buy in to your recommendations
Wednesday, November 11th, 2009
I recently chatted with an advisor who complained of difficulty getting clients to buy into his recommendations.
We all know the expression “A picture is worth a thousand words.”
This speaks to the fact that we can talk to existing and prospective clients all we want about our recommendations, but a couple of well chosen graphs and charts can dwarf the impact of any number of words.
That’s why whenever possible, recommendations should be supported by a couple of well chosen charts and graphs.
Tags: Advertisement, Charts And Graphs, Charts Graphs, Economic Progress, Email Clients, Expression, Face To Face, Fashion, Gotomeeting Com, Graphs And Charts, Graphs Charts, Income Per Person, India, Life Expectancy, Meeting Sites, Personal Connection, Phone Meetings, Portfolios, Powerpoint Presentation, Prospective Clients, Remarkable Job, Visuals, Web Meeting
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