Articles Published in May, 2011

You Missed a Great Conference!

Wednesday, May 25th, 2011

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 am and typically went to 6:00 pm, with dinner starting pronto at 6:30. You clearly earn your CE credits and receive your […]


Structuring Your Day For Maximum Productivity

Wednesday, May 25th, 2011

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 a simple idea to dramatically increase the return they get on their day, by ensuring that they’re focusing on high return activities.The […]


A Million Dollar Meeting Gone Wrong

Wednesday, May 25th, 2011

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 getting a chance to sit down is only the first step. Over lunch last week, a long-time friend who’s a partner with […]


The Advisor Your Clients Crave

Wednesday, May 18th, 2011

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 sitting in front of you, thinking to themselves, “So what?” or worse saying it out loud. The objective of your client communications […]


What is Strategy?

Wednesday, May 18th, 2011

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 is an effective method or tactic for growing an advisory practice, it is not a strategy. We define strategy as the alignment […]


How Referrals Happen

Wednesday, May 18th, 2011

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 because you ask for more. In my work, I know that people refer not because they are asked to, but because they […]


How Conservative Investing Threatens Retirement Futures

Wednesday, May 18th, 2011

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 risk shaping an entire generation’s attitude to investing. That’s a key finding from a survey of affluent Americans commissioned by Merrill Lynch […]


Three Strategies to Maximize Client Relationships

Wednesday, May 18th, 2011

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 an advisory practice to others, so that you are able to devote your time to attracting and retaining clients. There are three […]


The Conversation is the Relationship

Wednesday, May 11th, 2011

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 like his book The Three Marriages, makes a point about successful relationships. Two people talking about what they hope for, expect, and […]


A Q1 Letter to Clients – Two Critical Lessons from Japan

Wednesday, May 11th, 2011

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 should do. This template for an end of quarter letter is intended to be a starting point for your own letter to […]