Practice Management

Winning Strategies Fall 2012

Winning Strategies returns with all new real-life strategies that inspire success. Advisors discuss the challenges of running a practice, and what strategies work best for them. This special video series is moderated by Dan Richards of clientisights.ca.

In this Special Feature

  • Finding success in smaller business centres

    Brent McKay, financial advisor for Sunlife Financial in Simcoe, Ont, gives three key tips on how to succeed in a smaller business centre: take a leadership role in the volunteer community; make confidentiality paramount; and deliver consistency to grow existing relationships. He spoke to Dan Richards from ClientInsights at the TMX in Toronto.

  • Building a multimillion dollar book with referrals

    Jonathan Rivard, financial advisor and regional leader at Edward Jones, explains how he has brought in $1 million in new assets per month this year with four main strategies: a clear business plan; strategic execution; tapping into key referral centres and obtaining referrals from his accountant and lawyer clients. Rivard spoke with Dan Richards of ClientInsights at the TMX Broadcast Centre in...

  • Calming HNW clients during de-accumulation

    Jason Pereira, partner and senior financial consultant with Bennett March in Toronto, explains how to calm the worries of HNW clients during the de-accumulation phase of retirement. He shares his experience on risk, estate planning, income streaming and best practices for clients. Pereira spoke with Dan Richards of ClientInsights at the TMX Broadcast Centre in Toronto.

  • Write a book to build your business

    Bev Evans, investment advisor and financial planner at Richardson GMP Ltd. in Mississauga, Ont., discusses working with a team of experts to co-author “What’s next? Navigating later life transitions”, a book designed to help single women aged 60 plus plan and design their lives. She explains why and how the authors wrote the book, and how they plan to distribute it. Evans spoke with Dan Richards...

  • A team approach to serving HNW clients

    Wynn Harvey, partner in The Moffat Harvey Group with Macquarie Private Wealth in Toronto, discusses how to help HNW clients protect, preserve and managed their wealth so they can move it along to the next generation. She works with specialized accountants and lawyers to help achieve the goals of her clients. Harvey spoke with Dan Richards of ClientInsights at the TMX Broadcast Centre in Toronto.

  • Benefit plans a hot button for small business owners

    Rob Crowder, founder and president of The Benefits Trust in Toronto, explains why benefits plans are important for small to mid-sized businesses and entrepreneurs. Crowder explains how advisors can structure benefits plan to achieve maximize value and minimal cost for their business clients. He spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.

  • Run an effective client advisory board meeting

    Lisa Applegath and Tom Trimble, investment advisors, The Applegath Group with CIBC Wood Gundy in Toronto, explain how a client advisory board helps them achieve open communication with clients, great relationships and actionable advice. They outline the steps to a successful board meeting. They spoke with Dan Richards, president, Client Insights, at the TMX Broadcast Centre in Toronto.

  • Webinars deliver higher profile and new clients

    Ed Rempel, certified financial planner at Brampton, Ont.-based Ed Rempel and Associates, uses webinars and blogging to increase his profile and create leads. Rempel explains the strategies that help him obtain a 50% conversion rate from webinar participants. He spoke with Dan Richards, president, Client Insights, at the CIFPs Conference in Vancouver.

  • Do your clients really know their retirement goals?

    In segment five, Jerry Brown, senior retirement & financial planner, Assante Financial Management Ltd., builds his business around retirement life planning. People may know what they are retiring from — but do they know what they are retiring to? Brown outlines the three main strategies he teaches in workshops to enable people to prepare a retirement plan based on purpose and life values. He spoke...

  • Success with group benefits for small businesses

    In segment four, Carien Jutting of Stratford, Ont.-based Fiscal Wellness Inc. associated with Fundex, explains how a focus on group benefits and insurance for small businesses keeps her practice thriving. She discusses her CEBS designation and the “WellSpent” health spending account. Jutting spoke with Dan Richards of Client Insights at the CIFPs conference in Vancouver.

  • Using pension fund asset allocation models to double portfolio returns

    In segment three, David Sung, president of Nicola Wealth Management, explains how advisors can employ asset allocation models used by large pension funds to double the returns of a typical balanced portfolio. He spoke with Dan Richards of Client Insights at the CIFPs Conference in Vancouver.

  • How to make clients look forward to quarterly meetings

    In segment two of this series, David Allard, portfolio manager at Bell Allard Wealth Management in Kelowna, B.C., describes five strategies to make clients look forward to their quarterly meetings. He spoke with Dan Richards of Client Insights.ca at the CIFPs Conference in Vancouver.

  • Make your specialization stand out

    Winning Strategies in 2012 with Dan Richards is back with all new real-life strategies that inspire success. In segment one this series, Clay Gillespie, managing director of Rogers Group Financial, discusses his positioning as a retirement income planning specialist and how he demonstrates his expertise to clients. He spoke with Dan Richards, president, Client Insights, on location at the CIFPs...