Planning and Advice

Knowing what motivates each of your team members: Priceless

One of the greatest challenges that we face as financial advisors is trying to motivate our team members. The difficulty stems from the fact that different people are inspired by different things. Some people respond to money or tangible items whereas others desire the intangibles — a word of praise, time off or a pat […]

By W. Lloyd Williams |December 19, 2002

3 min read

Put the

Your approach to your client relationship The services you provide, written from a client perspective An easy way for clients to remember what you do for them Put the "life" in your practice in 2003 — previous stories Developing your mission statement and value proposition Creating your communications strategy Keep company separate It’s important to […]

By Barry LaValley |December 17, 2002

5 min read

The prospect conversion

Turning prospects into clients is all about knowing your target market. The biggest mistake that advisors make in attempting to convert prospects is failing to create a clear picture of what they do and how a person can benefit from their services, according to author and financial services sales guru Paul Karasik. “The advisor is […]

By Staff |December 4, 2002

2 min read

Retiring clients trying to choose between RRIFs and annuities?

At the same time, Janet converts the rest of her RRSP to a RRIF. She uses the flexible RRIF income to cover extras like vacations, renovations and emergencies. While a RRIF requires minimum withdrawals, there is no maximum, so she can take out lump sums as needed. Note: If Janet has a pension, it could […]

By Staff |December 4, 2002

3 min read