Articles Published in September, 2011

How Transparent Should a Business Be?

Wednesday, September 28th, 2011

Generally speaking, there are three types of communication. The first two are: 1. That which contains important content 2. That which is presented in an engaging way Most of the time, we seem to be on the receiving end of 1 or 2 – which means either worthy-but-dull or entertaining-but-empty. VENN COMMS Occasionally, these two […]


The Coming Retirement Revolution – And What It Means To You

Wednesday, September 28th, 2011

The coming retirement revolution – and what it means to you Most advisors look to seniors as a core part of their client base. That’s why it’s essential to understand how boomers are going to transform retirement, just as they have redefined every other stage of their lives. Let’s look at two new two pieces […]


Harvard’s Robert Pozen: Perspective on the Fund Industry

Wednesday, September 28th, 2011

Harvard’s Robert Pozen discusses the mutual fund industry in perspective. Robert Pozen is Chairman, MFS Investment Management, the $184-billion global asset management subisdiary of Sun Life Financial, and was a former executive of Fidelity Investments in the company’s formative years.


Four communication imperatives for today’s clients

Wednesday, September 28th, 2011

Four communication imperatives for today’s clients I recently had the opportunity to talk to a group of affluent investors about relationships with their advisors. When it came to communication, I was struck by how the things that would have impressed clients ten years ago are absolutely ho-hum today … and how quickly the standards for […]


Ten minutes to MUCH more effective client meetings

Wednesday, September 28th, 2011

Ten minutes to MUCH more effective client meetings Given the importance of client reviews, advisors should always be alert for ways to make them more effective. Some ideas to make meetings more productive highlighted in past articles: Writing down key objectives in advance of meetings Using agendas to keep meetings on track and improve the […]


New Research on Attracting Affluent Clients Today

Wednesday, September 28th, 2011

When it comes to winning new clients, historically most advisors have tried to persuade prospects of the need to replace their existing advisors. But new research from the United States shows that today an easier course of action is to persuade those prospects that they should supplement the advisor they are currently using. This is […]


Five Steps to Succeed in the Retirement Market

Tuesday, September 27th, 2011

We’ve all seen the statistics on the number of boomers entering retirement. Every advisor has been told of the opportunities as new retirees shift from saving and accumulating assets to accessing those savings. Tapping into the retirement is too important to be left to chance; you need a plan to ensure that happens. Here are […]


On Being Conservative

Wednesday, September 21st, 2011

Last spring, I interviewed a cross section of affluent Canadian about their investmnets. One of the questions I asked was what kind of investor they considered themselves to be. Almost without exception, investors defined their investment philosophy as some variant of “conservative” – from quite conservative and fairly conservative for the more venturesome to very […]


Stop Leaving Fee-Based Dollars on the Floor

Wednesday, September 21st, 2011

Stop leaving fee-based dollars on the floor by Dan Richards, ClientInsights.ca One of the important trends among successful advisors over the past decade has been the shift from a business whose revenue model depended on commissions to one based on annual fees. A recent research report provides important insights on getting the level of fee […]


A C.A. speaks out – Candid feedback from a referral source

Wednesday, September 21st, 2011

Recently, my weekly column in the Globe and Mail talked about the desire by many clients to be more involved in the decisions on their accounts and to act more like partners with their advisors. In response I got an email from a C.A. in a mid-sized community in southern Ontario – we subsequently spoke […]