Articles Published in September, 2010

A costly case of miscommunication

Tuesday, September 28th, 2010

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 money but markets over the past years persuaded him he should look at the possibility of working […]


Making your case to prospective clients

Tuesday, September 28th, 2010

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 that she and her husband were both in their mid thirties with one child, owned a house […]


Tech every advisor needs – Part 2

Saturday, September 25th, 2010

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Listen before you leap into social media

Friday, September 24th, 2010

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Guidelines for investors selecting a new advisor

Sunday, September 19th, 2010

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 or firms in the next twelve month, up from 6% a year ago. In early June, I […]


The word that defines effective communication

Sunday, September 19th, 2010

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 responses from affluent investors: – Provide proactive updates about whether they are  on track with their financial […]


“The pendulum never stops……”

Sunday, September 19th, 2010

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 – especially in markets such as we’re in today. That phrase: “The pendulum never stops in the […]


Two Compelling Articles to Send Clients

Sunday, September 19th, 2010

“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 and service centers in the United States rather than overseas, because it is more competitive to do […]


Unlocking wealth for business owners

Thursday, September 16th, 2010

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Avoiding the black hole of business planning

Wednesday, September 15th, 2010

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 come out. Causes of the “black hole” effect There are number of things that cause business planning […]