Planning and Advice

The Power of Three

(April 2006) Everyone has a story — if you’re in sales, you need to be able to tell yours with clarity, passion and brevity. Can you? We live in a world saturated by communications, yet the majority of advisors today speak and write less effectively than ever. Overwhelmed with information, they try and cut through […]

By Jim Gray |April 3, 2006

3 min read

Bleaching out breach

(March 2006) Though they often make great business sources, mixing friends and family with your practice requires caution. You’re mistaken to believe these trusted clients might never consider launching a complaint against you, when in fact some of these relationships have been known to display a dark side — especially visible if the client loses […]

By Ellen J. Bessner |March 28, 2006

3 min read

Timely template letter: Keeping in touch at statement time

(March 2006) Your clients should be receiving their quarterly statements within the next month. This is an excellent opportunity to touch base and talk to them about short-term volatility and long-term growth. Send this template letter to clients to show you are thinking of them. Dear [Client’s name], If you haven’t received them already, the […]

By Staff |March 21, 2006

2 min read

Delivering peace of mind: Understanding older clients’ fears

(March 2006) An elderly woman wanted to move to a new retirement residence, but was unsure if she could afford it. Her daughter spoke with her mother’s financial advisor to see if it was possible. When the daughter went back to see her mother, she told her that he said, "There’s at least enough to […]

By Jill O'Donnell and Ronnie Rusk |March 13, 2006

3 min read