Planning and Advice

How to buy a book, step by step

(September 2008) Peter Gemmell, branch manager at Assante Wealth Management in Abbotsford, B.C., has purchased several books of business for the advisors who work in his branch, handling everything from cultivating relationships with likely sellers to negotiating the terms of the sale and the final price. The largest transaction he was involved with is a […]

By Alison MacAlpine |September 25, 2008

7 min read

Buy and hold

(September 2008) Have you dealt with clients who, riddled with bullish bravado, forced you to buy when the market spikes, and sell when the bear turns on them? Terrance Odean, professor of banking and finance at the University of California at Berkeley, says the best way to deal with such fidgety clients is to use […]

By Kanupriya Vashisht |September 24, 2008

3 min read

Practice Not Top Story – Communication

testing a lot of test testing a lot of test again testing a lot of test once more testing a lot of test and finally

By David Carmichael |September 23, 2008

1 min read

Practice Lab: Conducting business with COIs

(September 2008) Your clients are your best bet for finding strong centres of influence, or COIs. Not only can clients refer your services to others, but, most likely, they have other professionals they deal with. You can expand your network by inviting those professionals to be part of the financial planning process. When you involve […]

By Juli Leith and Kim Poulin |September 19, 2008

4 min read