Planning and Advice

Additional services bring advisors more business

Advisors must do a better job of making clients aware of ancillary services they can provide – especially tax planning and preparation – either within their own offices or through affiliates, say participants at our 2009 Dollars & Sense roundtable discussion. James R. Taylor, CLU, Financial Health Management, Toronto, noted 47% of advisors responding they […]

By Kanupriya Vashisht |December 17, 2009

2 min read

Advisors must find client stress points

Where do clients feel the financial pinch? Our 2009 Dollars & Sense roundtable participants had these comments: Doug Gleed: The usual stresses are still there with debt, such as the mortgage and credit that have been there for awhile. James Taylor: They’re thinking about how economic changes might impact them if there are changes in […]

By Staff |December 17, 2009

2 min read

Dollars & Sense 2009

The Advisor Group’s eighth annual Dollars & Sense survey of advisors and clients provides precious insights into what clients want from their advisors; and in turn, what advisors need in order to fulfill those expectations. One thing’s clear from the survey: despite tough economic times, clients aren’t ready to give up on advice, and advisors […]

By Staff |December 12, 2009

3 min read

What we can learn from brain science

We have all heard variations of the new shoe salesman story. The young salesman was frustrated because he wasn’t selling very many pairs of shoes. “I don’t know what I am doing wrong”, he lamented to an older colleague after a particularly frustrating day. “I must have served fifty different people today who all looked […]

By Barry LaValley |December 9, 2009

5 min read