Research tells us that statistics and percentages don't resonate with clients. They are more likely to remember and respond to your message if it's told through images and stories
Conventional wisdom says it's conversations with clients, and their satisfaction levels, that drive referrals. But more recent research suggests it all really depends on the client
One advisor describes in detail his methods for getting more from client meetings, from careful planning, note-taking and followup to the engagement of key staff members
Sandra Pierce, SVP, director, investment advisor, The Fox Pierce Segal Group with Richardson GMP Ltd., talks about “bag lady syndrome” — the fear many affluent women have that they won't save enough for retirement. She spoke with Dan Richards, president, ClientInsights, at the TMX Broadcast Centre in Toronto.
Eva Sachs, divorce planner, and Marion Korn, family lawyer and mediator, Mutual Solutions, discuss their book, “When Harry left Sally: Finding your way through grey divorce”. They run through divorce scenarios for clients aged 60-plus, and explain the best financial advice you can give in these situations. The pair spoke with Dan Richards, president, ClientInsights, at the TMX in Toronto Broadcast Centre in Toronto.
Reluctant to make recommendations to prospects for fear your suggestions will be used as "free advice"? You can have fruitful introductory meetings without revealing too much
Susan Levesque, vice president, National Bank Financial, discusses how she communicates effectively with clients and their families, focuses attention on estate planning, and encourages the charitable gifting of stocks. Levesque spoke to Dan Richards, president, Client Insights, at the TMX in Toronto.
Michael Nairne, president and chief investment officer of Tacita Capital, discusses the efficacy of forecasting for financial markets. He explains which measures do and do not work, and how to address client requests for predictable income. Nairne spoke with Dan Richards of clientinsights.ca at the TMX Broadcast Centre in Toronto.
Kenneth Dick, portfolio manager & branch manager at Canaccord Genuity Wealth Management, gives tips from the field on how advisors can establish stronger relationships with their support staff, from motivation to remuneration. He spoke to Dan Richards, president, Client Insights, in Niagara Falls, Ont.
Making a good first impression on the web is more and more important. But many financial advisors seem unaware of the best ways to ensure an effective web presence