New York Times

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 wake up call for advisors – Turmoil at the top of the market

Wednesday, February 29th, 2012

“Once an accident, twice a coincidence, three times a trend” is a rule of thumb among observers of political campaigns. That’s why I was struck by articles last week in the Globe and Mail, New York Times and the Wall Street Journal. These articles describe turmoil among high-net worth investors  …. and have profound implications for […]


Why Investors are ”Mad as Hell” … and What You Can Do About It

Wednesday, August 24th, 2011

Last Friday, Jason Zweig of the Wall Street Journal Street Journal wrote about fear and anger as the two dominant attitudes of American investors today; fear about their future and anger at those they see as responsible for the latest crisis. His column depicts many investors as intensely disillusioned, summoning up the phrase “I’m mad […]


Business building advice from Olympians

Tuesday, March 22nd, 2011

For the next two weeks, the world’s eyes will be on the Winter Olympics in Vancouver. Inevitably, we’ll focus on those  who excel and pull away from the pack with multiple medals, the brightest stars in a constellation of athletic talent. These days, simply appearing on the Olympic stage is a huge accomplishment. But watching […]


Critical Knowledge About Older Clients

Wednesday, March 16th, 2011

We’ve all seen the data on the percentage of assets held by older Canadians.  Research firm Investor Economics points out that at the end of 2009, households headed by someone over 75  held financial assets (ex real estate) of $728 billion, almost 30% of the total for Canada. Average assets were over $400,000, more than […]


Nine words that saved $600,000

Tuesday, February 22nd, 2011

Recently, I read a sales tip by U.S. sales trainer Art Sobczak, inspired by a New York Times article on how restaurants are dealing with people who fail to show up for reservations. About fifteen years ago, the owner of a successful Chicago restaurant in Chicago realized that no-shows were costing him $900,000 annually. Then […]


Must read articles to send clients

Wednesday, December 8th, 2010

Given today’s uncertain markets, many investors are looking to their advisors for guidance and direction, as well as useful insights.One way to help provide those insights is by forwarding articles from credible publications that shed light on markets, in the process helping educate clients, providing support for your advice and reinforcing your own professionalism. Below […]


Stop wasting time and money on client communication

Wednesday, November 24th, 2010

The world has changed in all kinds of ways over the last decade. First, attention spans have shrunk dramatically. Beyond this, most everyone is much more time pressed. And third, the level of skepticism has spiked among existing and prospective clients alike. As a result, what worked in terms of client communication as recently as […]


“The pendulum never stops……”

Sunday, September 19th, 2010

Occasionally, something we hear sticks in our minds and stays with us. When I was in business school in the 1970s, my finance prof used a phrase that I often find useful in conversation with clients and investors – especially in markets such as we’re in today. That phrase: “The pendulum never stops in the […]


An unexpected route to ecstatic clients

Tuesday, August 10th, 2010

A recent column in the New York Times about how to maximize the pleasure from vacations shed light on some recent conversations with investors that puzzled me at the time. The column stemmed from recent research by behavioural psychologists on how to structure activity to generate the most impact – leading to some striking findings […]