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The Wall Street Journal: Today’s Most Difficult Client Conversation

Thursday, January 24th, 2013

The Wall Street Journal: Today’s Most Difficult Client Conversation Wednesday, January 16, 2013 by Dan Richards, ClientInsights.ca Last year, the Wall Street Journal featured two articles on the growing challenges of many US families around funding care for parents. June saw an article profiling cases where tension had erupted between family members on the cost […]


The Hidden Value Driver in Your Business

Wednesday, May 16th, 2012

  Recently, I hosted a luncheon roundtable for top performing advisors. Among the topics was what determines the value of an advisor’s business. First I got the obvious responses – assets, income and recurring revenue. Other answers included the extent to which you’ve built a strong team and have above average client loyalty and retention. […]


Dan Ariely – The Upside Of Irrationality

Wednesday, November 23rd, 2011

Make sure you watch this. Dan Ariely discusses the virtue of irrationality, particularly the manner in which our irrationality serves us when it comes to the trust gap. Dan Ariely and Dan Richards carry on a fascinating discussion about human nature that is material to understanding the complexity of all decision making.


Helping Clients Close the Retirement Gap

Wednesday, November 2nd, 2011

“How do I close the gap on hitting my retirement goals?” If you’re meeting with clients in their 40s and 50s, chances are you’re run into that question. Weak equity markets over the past decade, low interest rates and a new consensus on a muted outlook for future returns means that some clients who five […]


Overcoming the Biggest Barrier to Attracting New Clients

Wednesday, October 26th, 2011

In a recent column on US advisor website Horsesmouth, consultant Robert Middleton talked about the gulf between getting interest from prospects and following up with them. Many advisors are successful at doing things to get an initial level of interest from prospective clients – and then fall down on how they follow up on that […]


Starring in a TV news series on retirement challenges

Wednesday, September 14th, 2011

Last November, I wrote a column titled “Tapping into today’s #1 client concern.” The article discussed the skills and knowledge necessary to become a “go-to expert” on retirement planning  - and then about how advisors could get the story out. Shortly after the column appeared, I received an email with some questions from Andy Fass, […]


Focusing on “need to do” tasks

Wednesday, March 2nd, 2011

At some point, all of us have procrastinated when it comes to difficult or unpleasant tasks. For many advisors, this has become a big issue. Seldom has the gap been larger between the things we feel comfortable doing on one hand and those we know we need to do on the other – whether it […]


Overcoming the biggest barrier to attracting new clients

Tuesday, August 17th, 2010

In a recent column on US advisor website Horsesmouth, consultant Robert Middleton talked about the gulf between getting interest from prospects and following up with them. Many advisors are successful at doing things to get an initial level of interest from prospective clients – and then fall down on how they follow up on that […]


Three ways to inspire clients

Wednesday, June 30th, 2010

What’s your main goal when meeting with clients?Given the beating their portfolios have taken and the general mood of pessimism, often it’s to have them leave feeling more optimistic and upbeat about their future prospects and in particular about your role as their advisor. After all, people shouldn’t see meeting with their advisor as a […]


Tackling the #1 cause of client loss

Wednesday, June 9th, 2010

Recent research with investors indicates that the traditional model of client contact is not working in today’s environment – as a result advisors need to consider new alternatives to how they communicate. The reason is quite simple: Despite their best efforts, many advisors are struggling to meet escalating client demands for communication – and clients […]