Planning and Advice

Help clients solve their "little" problems

The planning of this issue started with a series of conversations with fee advisors. All those chats circled back to a common theme: Times like these show the advantages of not having to earn commissions. That’s no dig at those who do opt for a commission structure. This business is all about choice, starting with […]

By Philip Porado |June 1, 2009

2 min read

Tips for attracting new business

Estate planning Retirement Planning (which includes both individual pension plans and retirement compensation arrangements) 3. Identify specific client concerns. In the case of this advisor’s clients, business owners in the manufacturing sector, she found that three main concerns applied. Current and future net worth: Entrepreneurs are consumed by the current and future value of their […]

By Keith Pangretitsch |May 20, 2009

3 min read

The Tizzy factor: How to beat being overwhelmed

Review the cases in progress and make a plan to clear up the backlog and focus on cases already open and likely to close. Note that the potential revenue from the cases Ernie had “in the mill” amounted to 200% of the revenue he had earned the previous year! Project the potential revenue from new […]

By Juli Leith and Kim Poulin |May 13, 2009

4 min read

Are you majoring in minor things?

We know that the secret to growing your business is to ask for referrals and see as many new prospects as possible. This takes time. Unfortunately, too many good advisors are losing time every day putting out fires and taking care of nitty-gritty details. They’re nearly overwhelmed and yet they can’t, or won’t find the […]

By Simon Reilly |May 4, 2009

4 min read