Home Newspaper September 2007

September 2007

Building Your Business

The client interview determines client expectations and establishes a trusting relationship

From biodegradable coffins to shooting ashes out of cannons, boomers are planning their final exits

Here are the 10 privacy principles outlined in the federal Personal Information Protection & Electronic Documents Act:> ACCOUNTABILITY. An organization is responsible for personal information…

When Dawn Hawley bought her life insurance policies, she faced a common anxiety: that upon her death, one of her beneficiaries might squander the cash…

Advisors can be vulnerable to complaints of breach of privacy because of the depth of information they collect about clients

Clients should start considering withdrawal options when their children are deciding whether to pursue higher education

At the age of 51, he left a management position to become an advisor. He wanted to be closer to his community and his clients

Laughter exercises muscles, increases lung capacity and stimulates the cardiovascular, endocrine, digestive and immune systems

Your book of clients may never be perfect, but there are steps you can take to ensure your client roster is filled with the kind…

Extending RRSP conversion age and phased retirement could alter your older clients’ financial plans

Authors map out models that will help clients — and you — plan for a satisfactory retirement

Geoff Michie believes networking and education are two key aspects to building your business. How you use that knowledge is equally important. “It is your…

By specializing in a narrowly defined client niche, you can gain a competitive advantage as a financial advisor. And as you gain superior knowledge of…

If staff members aren’t performing up to standard, they may not understand what’s important to your business

Look at your top clients, look at your least favourite ones, know what makes a deal-breaker and don’t make exceptions

It’s just a matter of time before Canadian players cut prices to build market share

Special Feature

Bankers well positioned to rival planners as one-stop financial services providers

All channels — except the insurance channel — indicate less transaction-based revenue and more from fees

Behind-the-scenes administration and support are crippled by outdated technology at many firms

Advisors from all channels share many of the same characteristics

Banks may be pushing designations, but other channels are not making them obligatory

Many professionals show no signs of slowing down as they get older, but firms are making sure they’re hiring the next generation

Firms have varying levels of formal plans for their retiring advisors, but often advisors are happy to do it on their own

Look for firms that share your value system and that live by their word

And the advisor’s age doesn’t seem to be a factor; only rookie advisors under age 30 struggle with smaller clients

Advisors rank transition support eleventh overall in importance, but few firms are living up to expectations

There’s agreement on freedom and ethics, but advisors say firms are not delivering on promises

Comment & Insight

By some strange twist of fate, Regina was home to not one but two major corporate takeovers this year. One involved a Saskatchewan icon, whose…

OBSI is not a consumer advocate; its job is to make sure both sides have their stories heard

It’s as big as a mid-sized SUV and far more intimidating

In the neighbourhood, we think of him as a sometime gardener out watering the freshly planted flowers, ready for a neighbourly chat. Or, like many…

Taking action might alienate farmers in politically influential rural regions

Financial markets are supposed to be forward looking, a glimpse into the future of corporate profits and economic health. They generally do a good job…

Labour movement makes inroads in Alberta, but this time it’s not the usual suspects

I am writing to you as an ex-pat Winnipegger who moved to Calgary in 1997 and bought a house. The article by Geoff Kirbyson in…

Investment research

It’s difficult to determine the seriousness of the problem, but it will probably worsen before the government takes remedial steps

Decreasing exposure to income trusts, buying insurance the first step for retiring couple

Wal-Mart’s increased emphasis on food has forced other retailers to cut prices and increase productivity to compete

What’s ahead for the market is getting harder to figure out, but a look at past price/earnings multiples can help

In times of trouble, going short is a sound strategy; prospects for Canadian long bonds are good, but don’t rush to buy

Focus on Products

Middlefield rolls funds into Yieldplus IncomeToronto-based Middlefield Group has announced the merger of five funds. Yieldplus Income Fund, Maxin Income Fund, Core IncomePlus Fund, Pathfinder…

Industry must create products that serve needs of aging population

Plain-language document would give investors basic information

Comparing Brandes U.S. Equity and Dynamic Power American Growth pits value against growth styles

Fund managers are seeing strong signs of life in the long-ignored tech sector, and some even expect impressive profits

While some fund companies demand style purity in their Canadian funds, others push foreign content toward 50%

News

Other credit unions expected to follow

Credit default swaps at heart of crisis; fund manager Chou warned of looming subprime mortgage fiasco in March

Bolstering its business lines with joint ventures has proven profitable. Net upcome was up 7.4% for the first six months of 2007

Restructuring allows IFSE.ca to be more competitive and frees IFIC to become more proactive, CEO says

OSC investigating offshore operation engaged in aggressive cold calling, purporting to sell currency options

They are looking beyond mutual funds

New Vancouver-based mutual fund firm offers low fees and loyalty rewards

Trade-through protection and best-execution rules are hard to apply to an evolving, high-tech trading business

Wealthier clients are demanding single account with flat management fee

Susan Wolburgh Jenah, president and CEO of the combined IDA and RS, sees light at tunnel’s end

Prospera Credit Union says it is “poised for prosperity” on its own

The resources needed to take care of high net-worth clients are not at every advisor’s fingertips. “High net-worth clients want more — they have already…

Credit unions across the country are looking to boost lacklustre membership growth rates and are specifically targeting younger Canadians, new immigrants and those communities underserved…

Companies looking for staff are often better off stealing a proven performer