There is a big difference between offering family wealth-management services and building your business by asking clients for referrals to family members. However, if you choose not to specialize in serving families, there is nothing to stop you from asking a client to refer a family member.Simply approach the referral request in the same way […]
Advisor Cathie Hurlburt routinely begins client meetings by asking her clients about their children and their parents. It is part of the certified and registered financial planner’s multi-generational approach to her practice, Integrated Planning Group Inc. in Vancouver. Hurlburt is looking for ways to plan better for her clients.“There are a lot of things people […]
Big corporations may have the resources to put gyms, swimming pools and games rooms in their buildings to create a healthy work environment. But even the smallest financial advisory office can have its own work/life program.“Open up dialogue and find out what’s working and what’s not working,” says Nora Spinks, president of Work Life Harmony, […]
When people become overworked, they tend to cut back on the leisure activities they need
There are 1.4 million small to medium-sized businesses in Canada. The entrepreneurs who own them — with average annual earnings of $250,000 and average net worth of $6.5 million — are the fastest-growing segment of the high net-worth community. Yet this is an often overlooked and underserved market. Advisors may be good at addressing clients’ […]
Cajole, intimidate, persuade clients to contribute monthly
“Any financial advisor who is serving business owners needs to ask the right questions,” says Mark Brisley, regional vice president of retail markets at Standard Life Assurance Co. of Canada in Toronto. Standard Life’s Business Markets program, which Brisley helped to develop, is designed to help advisors better serve clients who own businesses. The program […]
Advisors still struggle with how to sell it — and to whom
Satyam Computer Services aims to boost outsourcing services to clients in Canada and the U.S.
From dividend tax rules to the children’s fitness tax break to transit credits — tax experts share their favourite pointers for 2006