Archives for September 2010

Monthly Archives: September 2010

danrichards
Dan Richards

Making your case to prospective clients

In early August, I got a call from an investor in Toronto in response to my regular column in the Globe and Mail, asking if I could recommend an advisor. In talking about her situation, this woman explained ...
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danrichards
Dan Richards

A costly case of miscommunication

A recent conversation drove home how easy it is to cross wires when communicating with existing and prospective clients. I was talking to a successful lawyer who I’ve known for many years. He has been managing his own ...
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danrichards
Dan Richards

The word that defines effective communication

Every quarter, Merrill Lynch commissions a survey of 1000 affluent Americans with investments of at least $250,000. Among the questions in the last survey in June was the importance of various financial advisory services. Here were the top-rated ...
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danrichards
Dan Richards

Guidelines for investors selecting a new advisor

Recently, we’ve seen lots of media coverage about the number of investors who are rethinking the relationship with their advisor. Research studies indicate that somewhere in the vicinity of 10% of investors say they’re likely to switch advisors ...
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danrichards
Dan Richards

Two Compelling Articles to Send Clients

“I’m a huge bull on this country … we won’t have a double dip recession. I see our businesses coming back almost across the board.”  ….Warren Buffett, Berkshire Hathaway “GE is now finding it profitable to build manufacturing ...
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danrichards
Dan Richards

“The pendulum never stops……”

Occasionally, something we hear sticks in our minds and stays with us. When I was in business school in the 1970s, my finance prof used a phrase that I often find useful in conversation with clients and investors ...
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dan-r
My Practice

Avoiding the black hole of business planning

This month, many advisors are working on next year’s business plans. For many advisors, these business plans will end up like a black hole in space – lots of energy will go in and little or nothing will ...
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danrichards
Dan Richards

Three Steps to Building Prospecting Momentum this Fall

In early September, I hosted a round table lunch in Vancouver with eight successful advisors. A key topic was the frustration  most were experiencing in attracting new clients. In discussing this further, consensus emerged that for almost everyone in the room, the ...
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Deducting fees from a registered or cash account—why conventional wisdom may be wrong.

Deducting fees from a registered or cash account—why conventional wisdom may be wrong.

By Marc Lamontagne, CFP, R.F.P, FMA There are certain strategies that advisors take for granted. Maximize your RRSP, keep your bonds in an RRSP, equities in a cash account and, oh yes, if your custodian allows you to ...
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dan-r
My Practice

Landing a $50-million Client

As a result of my talks and articles, I often get approached by advisors for advice. This was a recent email from an advisor in Montreal working for an independent firm. “My partner and I have been talking ...
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