Deanne N. Gage

No quick fixes for prospecting challenges

(October 2006) Why do survey respondents find prospecting (21%) and building their books of business (19%) such a challenge? For starters, there’s the problem of finding the time to actually do it. And prospecting can’t just be any old strategy à la seminars and cold calling — it’s got to be something that’s innovative, gets […]

By Deanne N. Gage |September 26, 2006

6 min read

Market Insights

Investment hybrids

(July 2006) The theorem “keep ’em separate” no longer applies. As baby boomers begin to retire, expect to see more product innovations that combine investments with insurance. Annuities or segregated funds are only the beginning, says Moshe Milevsky, executive director of the Individual Finance and Insurance Decision and associate professor of finance at York University […]

By Deanne N. Gage |June 30, 2006

5 min read

Industry

Role reversals

(June 2006) To retire comfortably, many advisors will say clients need at least 70% of their pre-retirement income. And that figure may increase substantially for high-net-worth clients, since they are least likely to compromise their current lifestyles. But for those people who don’t have that 70%, it isn’t necessarily stopping them from retiring. Some will […]

By Deanne N. Gage |June 14, 2006

3 min read