Archives for May 2011

Monthly Archives: May 2011

You Missed a Great Conference!

You Missed a Great Conference!

 Printer-Friendly Version  Email This Article The CIFPs 8th National Conference Review By Marc Lamontagne, CFP, R.F.P, FMA This is my second consecutive year attending this conference and once again the agenda was PACKED. Each day began about 7:30 ...
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danrichards
Dan Richards

Structuring Your Day For Maximum Productivity

 Printer-Friendly Version  Email This Article Two things go into making our days productive – the first is what we do and the second is how we do it. In recent conversations with advisors, a number have begun using ...
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dan-r
My Practice

A Million Dollar Meeting Gone Wrong

 Printer-Friendly Version  Email This Article A million dollar meeting gone wrong Landing a meeting with a prospective client with a million dollars to invest doesn’t happen every day – especially when it results from a cold call. But ...
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The Advisor Your Clients Crave

The Advisor Your Clients Crave

 Printer-Friendly Version  Email This Article Stephen Wershing’s presentation asks some very important questions for advisors to contemplate. Great questions lead to great answers, and the last position you want to find yourself in, is with a prospective client ...
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Gears
My Practice Norm Trainor

What is Strategy?

 Printer-Friendly Version  Email This Article Recently, I met with a very successful investment advisor (IA) who told me that his strategy for growing his business was to get referrals from satisfied clients and centres of influence. While that ...
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Speaking Narrow
My Practice

How Referrals Happen

 Printer-Friendly Version  Email This Article How Referrals Happen When friends ask clients, not when the advisor asks by Stephen Wershing, The Client Driven Practice It is not true what you been told – you don’t get more referrals ...
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dan-r
My Practice

How Conservative Investing Threatens Retirement Futures

 Printer-Friendly Version  Email This Article How conservative investing threatens retirement futures Just as the Great Depression scarred a generation and left many with a poverty mentality that still persists, the two bear markets of the last ten years ...
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blueprint-2
My Practice Norm Trainor

Three Strategies to Maximize Client Relationships

 Printer-Friendly Version  Email This Article As a financial advisor, your ability to grow is largely dependent on the amount of time you’re able to spend developing relationships. The key is to delegate most of the tasks related to ...
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Speaking Narrow
My Practice

The Conversation is the Relationship

 Printer-Friendly Version  Email This Article The number of referrals financial advisors receive from clients is directly related to how often they meet with clients and what they discuss besides their portfolio when they do. David Whyte, in works ...
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danrichards
Dan Richards

A Q1 Letter to Clients – Two Critical Lessons from Japan

 Printer-Friendly Version  Email This Article An end of quarter letter to clients – Investment advice from Mark Twain Given recent events in Japan and North Africa, many clients are looking to their advisors for direction on what they ...
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danrichards
Dan Richards

Lessons From a $1-million Misunderstanding

 Printer-Friendly Version  Email This Article A recent conversation drove home how easy it is to cross wires when communicating with existing and prospective clients. Late last fall, I had a conversation with a good friend, a successful lawyer ...
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Speaking Narrow
My Practice

Looking a Niche Market? Look At Your Best Clients

 Printer-Friendly Version  Email This Article To be successful you need to be different. Stand out from the crowd, have some specialty, or niche. This idea is not new. It has been discussed plenty of times. And not just ...
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danrichards
Dan Richards

A new approach to prospecting

 Printer-Friendly Version  Email This Article Recent conversations with investors and advisors have convinced me that we are in the midst of a significant shift in our business when it comes to how we attract new clients – something ...
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Do You Know What Professional Selling Is All About?

Do You Know What Professional Selling Is All About?

 Printer-Friendly Version  Email This Article This article is a guest contribution by Bill Brooks*, www.BrooksGroup.com. In this article we’re focusing on how sales managers can help salespeople harness the power of questions to make the sale. It’s really ...
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dan-r
My Practice

Red Flags for Advisors – “Communication Gaps with Affluent Clients”

 Printer-Friendly Version  Email This Article Red flags for advisors – “communication gaps with affluent clients” by Dan Richards, ClientInsights.ca When hard facts come to light that contradict your preconceptions, it’s time to sit back and reassess you thinking. ...
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