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A healthy curiosity, and then some

Jeff Hull is driven by a desire to find out what makes an investment tick. Hull, an advisor with Manulife Securities in Mississauga, Ont., also…

An age-old remedy: Cussin’

The authors of a new book designed to help people manage negative situations that are unlikely to change recommend detaching from bad feelings with a…

Tech tips: Digitize that stack of cards

A good contact-management system handles both the collection and the organization of contact details. There are several ways to capture client information - even on…

“Speed up” in your final years

The period leading up to your succession is not a time to slow down rather, work harder to increase the value of your business. And…

The power of storytelling

Most people are unmoved by facts and figures that appeal on a rational level. The best way to motivate and connect with clients and prospects…

Rolling out the welcome mat

Immigration in Canada is on the rise. So, dealing with newcomers to Canada will be an important part of many advisors' business

Reducing taxes for affluent clients

After the traditional tax-minimization strategies have been used, you can recommend more sophisticated approaches, such as insurance and charitable-giving strategies, to preserve clients' wealth

Learning to play the long game

David Gorveatte has used a steady, methodical approach - with lots of ongoing client contact - to build his financial advisory practice in Fredericton. He…

Advice for the self-employed

Advising clients who are self-employed can involve issues from cash flow to managing their savings. Reviewing strategies with these clients can boost their earnings -…

Revisiting the insurance question

Many clients who are put off by the cost of permanent insurance still should review their insurance needs annually to assess whether or not they…

Tech tips: How to avoid malicious malware

Having evolved and matured greatly from simple computer viruses, malware now poses a variety of threats. Protect yourself with multiple layers of defence, as no…

Pension vehicles for business owners

High net-worth clients often own their own businesses or are key, very highly paid employees who are crucial to the success of a company. This…

Tax tips for tax season

There are a number of tax strategies that clients often overlook at filing time. There also are some wrinkles this year as a result of…

Warming up those cold calls

Using the phone or the computer to connect with individuals you do not know can still be done, despite restrictions on this type of prospecting.…

Workout snacks: Doing it right

The amounts and types of food you eat before and after a workout can make a significant difference in the benefits you gain from exercising

From the successor’s point of view

Almost everything that's written and presented on the topic of succession planning offers advice to advisors who are leaving the business. But the role of…

Questions that transform conversations

Asking the right types of questions during conversations with clients can turn a simple meeting into a session that builds trust and helps both you…

A positive balance

Managing a successful financial advisory career while raising a family is not easy. Three women offer advice on what works for them

Lessons from experience: Choose your battles

A seasoned executive says women need more confidence about balancing jobs and family

The times are changing

In a once overwhelmingly male-dominated business, women are proving to possess the attributes of an ideal advisor

Gender parity still a distant goal

The prime minister set a shining example when he named his cabinet, 50% of whom are women. But while financial services regulators are taking steps…

Promoting women a priority for banks

The Canadian banking industry has been at the leading edge in hiring and developing the careers of women. "It's great for business," says one executive

Setting up your own shop

A growing number of working women say that they dream of opening their own shop. Although that route can be a solid alternative on-ramp to…

Training: Consider all options

Women may be imposing limits on themselves by assuming some career paths in financial services are geared toward men. That's not so more doors are…

Finding clients: Play to your strengths

The days when many clients wouldn't entrust a woman with their finances are long gone. And the growing wealth of women as a group can…