Practice

Timely template letter: Use increased contribution limits to increase your client communication

(February 2003) The proposed changes to RRSP contribution limits announced in the February 18 budget are a clear indication that the government recognizes the increasingly important role RRSPs play in the financial well-being of Canadians. Show your clients you care by taking the time to explain this initiative to them using this customizable template letter: […]

By Staff |February 26, 2003

2 min read

The life planning approach to prospecting

Today’s new breed of advisor recognizes that the nature of the advisor-client relationship has changed, with discussions shifting from investment markets, products and performance toward life goal-setting, protecting the client’s future and life enjoyment. In light of this shift, we are taking a six-part, step-by-step look at ideas you can use to forge your 2003 […]

By Barry LaValley |February 24, 2003

6 min read

Outside help: Building your own professional advisory board

(February 2003) Imagine this scenario: A client calls with a tax-related question. You think you know the answer, but ask your client to give you a moment while you speed-dial one of your professional advisory board members — a tax specialist — who, because of your ongoing relationship, comes to the phone immediately. He not […]

By W. Lloyd Williams |January 17, 2003

4 min read

Your business: Making it policy

(January 2003) Determining your client’s risk tolerance and suitability for certain investments is key to the client-advisor relationship, yet according to our first Annual Dollars & Sense Survey only 15% of advisors use investment policy statements (IPS). “I’m surprised at the number of advisors who don’t use them,” says Dan Brintnell, president and co-founder of […]

By Jennifer McLaughlin |January 17, 2003

3 min read