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How to talk to clients about RI

Five steps to encourage the conversation

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Slideshow: Do you know what clients really think? Take our quiz

The Financial Comfort Zone Study offers insight into the relationships among financial advice, financial well-being and overall life satisfaction in Canadian society

  • By: IE Staff
  • March 26, 2018 August 14, 2018
  • 06:00
Two steps to create “revelation questions”

Two steps to create “revelation questions”

Jim Ruta explains how to create “revelation questions” for prospects that help them take advantage of the advice advisors offer

  • By: Jim Ruta
  • September 6, 2017 August 14, 2018
  • 10:25
High-income men more likely to be emotional investors

Preparing your clients for a bear market

Begin discussing market downturns early in the relationship and revisit the topic frequently

  • By: Leah Golob
  • August 29, 2017 August 14, 2018
  • 09:00

Five steps to resolving conflict with a client

Seek advice and try to settle the issue in person

  • By: Leah Golob
  • August 24, 2017 August 14, 2018
  • 11:00

Connecting with clients, for traditionalists

Digital communication is efficient, but don’t give up on the personal touch

Working with grieving clients

Offering support in times of grief

Attending the funeral of a client’s loved one can provide comfort

Working with grieving clients

Working with grieving clients

Comforting a client who has lost a loved one is an increasingly important skill for financial advisors

Asking for referrals: pick up the phone

Asking for referrals: pick up the phone

While email requests can slip through the cracks, a phone conversation can be more effective in generating introductions

Avoid these common first-meeting mistakes

“How am I doing?”

Three tips on asking for informal client feedback

Get valuable feedback through written surveys

Formal questionnaires can generate honest, authentic responses from your clients

Advice needed on retirement income strategies, report finds

Get more from your discovery meetings

Go beyond the standard questions and try to learn your client’s attitude toward money

Be prepared: getting ready for a first meeting

Tailor your pitch to the specific needs of the client and review your presentation beforehand

Avoid these common first-meeting mistakes

Avoid these common first-meeting mistakes

In the discovery process, you should demonstrate that you are making an effort to understand your client’s goals

Advice needed on retirement income strategies, report finds

CRM2: Taking a transparent approach

Clients will have questions as a result of the new disclosure requirements. Be open and honest, and focus on their goals

Write better letters, faster

Pre-written templates can help you deliver consistent, cohesive messages

Why you should use webinars

Reach clients and prospects with this powerful educational tool

Keeping clients calm in unpredictable times

Advisors can expect to do a little more handholding in the face of unprecedented disasters, political upsets and stock market gyrations

Capturing prospects in the digital realm

These digital communication strategies can help draw more clients to your business in 2017

Why it’s time to update your communication strategy

Clients want to hear from you more than you might think — and not only about their investments

Talking to your clients about fund fees

Explain why some mutual funds, such as emerging markets, funds incur higher expenses than others

Three common client-survey mistakes

Three common client-survey mistakes

Don’t let these blunders mar your client-feedback strategy

Three common client-survey mistakes

Client surveys are just the beginning

A written questionnaire should be the first step in an in-depth client-feedback program

Advice needed on retirement income strategies, report finds

Five steps to a productive conversation

In order for a discussion to be useful, it must have a structure

Choosing the right gift could be easier than you thought

A museum pass may be appreciated, but that simple scented candle just might do the trick