To be effective in attracting and earning the trust of Muslim clients, it’s critical to gain a thorough understanding of Islam and Shariah law, says Saad Rehman, a wealth advisor with ScotiaMcLeod Inc. in Saskatoon.

“You have to satisfy their investment needs,” he says, “but also their religious needs.”

When recommending a product that meets a client’s financial needs, it’s important to know how the product fits in with the client’s religious beliefs, and to understand the characteristics that make it Shariah-compliant.

It’s also important to spend time educating Muslim clients, as many have little knowledge of investing and finance. An effective way of attracting these clients is to hold educational seminars on such topics as Shariah-compliant investing.

Rehman recommends keeping seminars small — around 25 people — to ensure attendees are comfortable asking questions. This way, the seminars can be a learning opportunity for you as well. — MEGAN HARMAN