Articles Published in April, 2012

When Making Connections, Be the Challenger

Wednesday, April 25th, 2012

  Challenging a prospect’s thinking can sometimes involve asking him or her to think about something they would prefer to ignore. Matthew Dixon and Brent Adamson, who co-wrote the book “The Challenger Sale: Taking Control of the Customer Conversation,” explain in an article for CNBC that focusing too narrowly on building a relationship with your […]


Getting Prospects to Make Faster Decisions

Wednesday, April 25th, 2012

One of the biggest frustrations for advisors is the amount of dithering that prospects do – sometimes it feels like it takes forever for people to make a decision. Or you’ll have a really good meeting with a prospect, you agree to send them some information as a follow-up and then prospects won’t return your […]


Fifteen retirement readiness tasks for clients

Wednesday, April 25th, 2012

In May, U.S. insurer Met Life issued a 28 page report, quantifying where Americans stand in terms of their preparation for retirement. This readiness index measures fifteen tasks – attached to the report is a questionnaire that advisors can take clients through to benchmark where clients stand on each task and identify areas to work […]


The Art of the Client Apology

Wednesday, April 25th, 2012

  by Anthony Lam, Covenant Group Sometimes, you or your employees will make mistakes. When a client feels his or her needs have not been met or have been ignored, it’s important to make an effort to restore their confidence in your services and reset the tone of the relationship. Taking the time to contact […]


Technology Won’t Organize Us, it Creates a Greater Need to be Organized

Wednesday, April 25th, 2012

Technology was supposed to make our lives simpler, and it has – provided you have discipline and realistic expectations. One thing it will not do is organize our lives for us. The inspiration for this post was an article on the Clientwise blog referring to an article in the New York Times recently by productivity […]


A Prospecting Tip from J.P Morgan

Wednesday, April 25th, 2012

  When it comes to attracting new clients, many advisors look for new and different approaches. A common question I get asked today relates to how to use social media and tools like LinkedIn, Facebook and Twitter to bring new clients on board. There’s no doubt that at some point social media will play an […]


Today’s Most Effective Marketing Tool

Wednesday, April 25th, 2012

  How do you decide where to focus your marketing efforts? Conversations with advisors and a recent article have persuaded me that for many financial advisors, the single best vehicle for communicating with existing and prospective clients is a regular and frequent e-newsletter. Quite simply, done consistently and to a reasonable standard, I know of […]


Using Pinterest for Financial Services

Wednesday, April 18th, 2012

  by Shauna Trainor, Covenant Group The wide variety of social media websites means the web provides a marketing option that can fit any industry’s needs. Often, financial advisors shy away from social networks as a means of promoting their businesses because they are unfamiliar with the technology or think that it only exists for […]


Template for a mid-year letter

Wednesday, April 18th, 2012

Below is a template for a mid-year letter to go to clients. Please make sure you read the accompanying post, Guidelines for An Effective Mid-Year Letter. Please remember that this letter is intended as a template only, be sure to take the time to modify this to reflect your personal views. June  22, 2009 A […]


Today’s Most Important Client Conversation

Wednesday, April 18th, 2012

Canadians today have lots of financial concerns – some are worried about the prospects for the economy and their jobs, others about whether they can rely on their company pension to be there for them.For  those Canadians who aren’t in pension plans, the number one concern often relates to their retirement – and what effect […]