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An Invitation That Lost a $5 Million Account

Wednesday, November 28th, 2012

by Dan Richards, ClientInsights.ca In a recent conversation, an advisor asked me what one quality, more than any other, he should work to get clients to associate with him. There are clearly lots of candidates – disciplined, professional and client-oriented, to name just three. But my answer was none of those – if I had […]


What to Look For in a New Salesperson

Wednesday, July 25th, 2012

  by Matthew Asser, The Covenant Group For a financial services organization to be successful, its salespeople need to focus not only on hitting sales targets, but also on the relationships they create through those interactions and on building client capital. They need to nurture the client connection in addition to driving current and future […]


Engendering and Honouring Client Trust

Wednesday, July 11th, 2012

  by Anthony Lam, The Covenant Group Trust is the foundation of a financial advisor’s relationship with his or her clients. Without it, how can you build a long-lasting connection and deliver advice and guidance that will help people achieve their personal and financial goals? The recently released John Hancock Trust Survey sheds some light […]


Study Shows Clients Get First Impression From Your Website – Make Sure Your Message Is Clear

Tuesday, July 3rd, 2012

  by Stephen Wershing, The Client Driven Practice Don’t make the mistake of saying what other advisors put on their websites. At the Pershing INSITE 2012 conference, Michelle Gutierrez, a director at Pershing, referenced a Tower Group study that showed that 71% of a sample of investors get their first impression of you by visiting […]


The Ten Door Approach

Wednesday, June 20th, 2012

  by Bob Simpson, Synchronicity Performance Consulting Here’s a mindset shift to help you accelerate the growth of your business.  I call this approach the “Ten Door Approach”. This mindset helped me to build a $120 million book in a little over 8 years, when the average advisor managed $3 to $5 million. When I […]


Managing People: Lend Your Employees an Ear

Wednesday, June 13th, 2012

  by Norm Trainor, The Covenant Group As you continue to build your business, it will be necessary to delegate functions of the firm to others. However, if you do not manage the team well, items can fall through the cracks and your expenses can skyrocket without results improving or profits rising. What role do […]


Top 10 Ways To Have More Meaningful Discussions With Clients About Their Investments In a Secular Bear Market

Friday, June 1st, 2012

  by Bob Simpson, Synchronicity Performance Consulting If you are reading this article, there is a good chance that you are a regular reader of articles on AdvisorAnalyst.com.  I have been posting articles on their website since January of this year and am very impressed by the quality of information that is available to you […]


Don’t Hesitate to Start Saving for Retirement (Trainor)

Wednesday, May 30th, 2012

  by Norm Trainor, The Covenant Group Just because you are an entrepreneur doesn’t mean you will have to work yourself into the grave. Indeed, some financial advisors may have chosen this line of business because it provides them with greater control over their income, lifestyle and career trajectory. As the third part of an […]


Hiring Cycle: Making the Decision

Wednesday, May 30th, 2012

  by Matthew Asser, The Covenant Group Previously, I discussed how preparing and researching for the interview process can result in more fruitful discussions with applicants. In this sixth part of the ongoing series on resource management and hiring, I want to discuss some of the considerations in choosing a hire from your list of […]


9 Steps To Achieving More Without Working So Hard

Thursday, May 24th, 2012

  by Bob Simpson, Synchronicity Performance Consultants Being an advisor in a secular bear market is challenging and it is important to protect both your confidence and your health.  When revenue is down, it is natural to feel that you need to work harder to preserve your profit margins but remember that building a successful […]