Planning and Advice

Challenges: prospecting and paperwork

(November 2006) Why do advisors find prospecting and building their books of business to be 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 seminar or cold calling strategy, it’s got to be something that’s innovative, gets people’s attention and actually […]

By Deanne Gage |November 13, 2006

6 min read

How to hire and maintain team member satisfaction

(November 2006) Before adding a new member to the team it is important to take the time to assess what you really need. Be honest with yourself and your business and remember that it may take time, money and resources to find the right person. If needs are not met and you find yourself in […]

By Joanne Ferguson |November 9, 2006

5 min read

The graphic overview dialogue

(October 2006) In a recent article, I described the graphic overview as a powerful and persuasive way to articulate value to your clients, prospects, and centres-of-influence. By using graphics and illustrations to explain who you are, what you do, and what clients can expect, the graphic overview clearly and succinctly demonstrates how you are different […]

By Jeff Thorsteinson |October 23, 2006

4 min read

A picture says a thousand words

(October 2006) Product and price are two factors that most advisors are still using to compete for new business. Unfortunately, neither of these are enough to win the clients that you really want. In my experience, in fact, the clients who come aboard based on product and price are generally lower-tier clients. The only enduring […]

By Jeff Thorsteinson |October 17, 2006

4 min read