Finding your perfect niche – the Water Cooler effect at work

Wednesday, February 27th, 2013

At some point, most advisors have been told that they should concentrate their efforts on attracting clients in a defined niche. There are three reasons for this: • You’ll build unique expertise in this group’s needs; as a “specialist” in its challenges, you’ll be able to deliver outstanding value that generalists can’t match. • Depending […]

How pension reform might affect advisor compensation—and what you can do about it.

Wednesday, March 7th, 2012

By Marc Lamontagne, CFP, R.F.P, FMA Pension reform is still in the news these days, but a number of stories going back to last spring got me thinking about how a government-led shock could affect individual financial advisors and the way we do business. Proposals under debate included very serious discussions on the introduction of […]

How Investors Select Financial Advisors (Waymire)

Wednesday, December 7th, 2011

by Jack Waymire, The Paladin Registry Investors use two primary processes when they select financial planners and investment advisors. 57% of investors use a subjective approach that is based on the following criteria: Brand names 48% say they ‘feel’ safer when the company name is well known; a substantial drop from the 62% of a […]

The trailer fee compensation model is making inroads—And why that might be a bad thing.

Wednesday, June 15th, 2011

By Marc Lamontagne, CFP, R.F.P., FMA Over the years there have been numerous debates about whether trailers should be considered a fee or a commission. Adding to the confusion are industry stalwarts (including yours truly) who have argued convincingly on both sides, but new research suggests we may be wasting our collective breath. The results […]

2010 National Survey of Canadian Financial Advisors

Wednesday, June 1st, 2011

2010 Advisor Surveys Open March 15, 2010 to April 15, 2010 To Fee or Not to Fee is launching its second annual national survey of Canadian fee financial advisors. The survey is open to all financial advisors, no matter what their level of fee income. We have also added a second survey this year for […]

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 […]

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 […]

The Top Three Reasons Clients Choose You

Wednesday, February 16th, 2011

Critical to attracting clients and receiving referrals is a financial advisor‘s competitive advantage, a strategic differentiator, a unique value proposition, something that enables people to understand why they should choose you, or send you a referral, over all other financial advisors. You must be known for something. Here is one simple marketing exercise to help […]

A 6-Step Retirement Income Strategy for Mid-Market Clients

Wednesday, February 9th, 2011

By Betty Meredith, CFA, CFP, CRC and Kevin S. Seibert, CFP, CRC, CEBS Building a retirement plan is far different from creating a standard financial plan. Not only do you have to extrapolate your client’s needs for the next 20 to 30 years, but you also have to convert assets, allocate income, and optimize taxes. […]

Fee-for-service insurance sales?

Monday, November 1st, 2010

Easier said than done By Marc Lamontagne, CFP, R.F.P., FMA As financial services regulators and stakeholders debate the level and depth of commission disclosure in the investment industry, there is a small but growing number of advisors who recognize the value of good advice and service. They are cutting through the controversy by moving to […]