A high net-worth client describes what turned him off during his search for a financial advisor - and what one candidate did to make the client want to work with that advisor
Clients are often misinformed about the real financial risks of retirement. This provides an opportunity to gain new clients by informing prospects of the truth about their biggest risks
Mark Chabot, vice president, TD Waterhouse Private Investment Advice, explains how co-operative client events bring in up to 1,300 guests (80% clients and 20% prospects), and raise up to $15,000 for the Canadian cancer society. Chabot gives 10 powerful tips for a top-notch event. He spoke to Dan Richards, president, Client Insights, at the TMX Broadcast centre in Toronto.
Joanne Swystun and Michael Nairne, co-founders of Tacita Capital in Toronto, explain how HNW investors often have multiple managers and therefore no central CIO to manage tax efficiencies, overall portfolio strategy and asset management. Swystun and Nairne give pragmatic tips on how to ensure your HNW clients steer clear of fragmentation and build a cohesive management strategy. They spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.
Why landing new clients is like courtship and eight new rules for prospecting in these times of intense competition for potential clients' time and attention
Bob Sewell, president and CEO of Bellwether Investment Management, based in Oakville, Ont., explains five steps to ensure a successful partnership with your clients. He describes specific tactics to keep on the same page with your clients. Sewell spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.
The fundamental focus on value for money is neither new nor limited to financial services. Successful retailers provide value, not from their point of view but from their customers'
Michael Andersen, vice president, investment advisor with Richardson GMP in Mississauga, explains how to approach client segmentation and the benefits of working with CRM software “Maximizer”. He spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.
Rona Birenbaum, financial planner with Caring for Clients in Toronto, associated with Queensbury Strategies, explains the website content, design and tactics that deliver several leads and an average of two new clients per month. Birenbaum spoke with Dan Richards of Client Insights at the TMX Broadcast Centre in Toronto.
Here are three techniques for pursuing a referral from a client that has not led to a call from a prospect. One of the keys to success is to work through your existing relationship