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YOUR RETIRING CLIENTS NEED YOU to Develop Income Solutions C A J U LY 2 0 0 8 N A D A ’ S M A G A Z I N E F O R T H E F I N A N C I A L P R O F E S S I O N A L W W W . A D V I S O R CASHING . C OUT A YOUR RETIRING CLIENTS NEED YOU to develop income solutions. PASSIVE SAVING WITH ADVANTAGE INSURANCE P.10 P.25 Rogers Publishing Limited, P.O. Box 720, Station K, Toronto, ON M4P 3J6 • PM 40070230 R10969 AE07_OFC.indd 1 06/18/2008 01:49:30 PM ADVISOR Group/Groupe CONSEILLER consists of Advisor’s Edge, Advisor’s Edge Report, Advisor.ca, Advisor Live, Objectif Conseiller, Conseiller.ca and Conseillers En Direct. vol.11 no.7 J U LY 2 0 0 8 ADVISOR’S EDGE Philip Porado, Editor; Advisor Group Conferences Editor (416) 764-3802 [email protected] Heidi Staseson, Associate Editor (416) 764-3804 18 CASHING OUT [email protected] Your retiring clients need you to develop income solutions. Kanupriya Vashisht, Associate Editor (416) 764-1342 By Clay Gillespie [email protected] Aniko Nicholson, Art Director (416) 764-3850 [email protected] Deanne Gage, Consulting Editor 5 10 Bert Vandermoer, Contributing Editor INSIDE EDGE CAN’T BEAT ’EM? Michael Finley, Production Manager THE TROIKA Passive investing is good for (416) 764-3928 [email protected] Varied needs of multiple-age both clients and advisors. Marie Atkins, Executive Assistant cohorts will challenge advisors. By Anthony Layton By Philip Porado Donna Kerry, Publisher Advisor’s Edge, Advisor’s Edge Report 25 (416) 764-3805 6 OVERLOOKED OPPORTUNITY [email protected] Jean Goulet, General Manager, FRONT END LOAD Juvenile insurance allows Quebec Operations & Business Development, News, people and trends from clients’ children to build cash Rogers Business & Professional Publishing Canada’s capital markets. and guarantee future coverage. Paul Williams, Vice-President Financial Publishing Brand Extension & Online/Development Services By Robert S. Fleischacker SUBSCRIPTIONS Cornerstone, 1-866-236-0608 28 [email protected] HOW THINGS WORK ADVISOR.CA CUSTOMER SERVICE MATURE AT 65 Cameron Clark 8 RRIF those RRSPs early and let Customer Service Administrator PICTURE PERFECT clients enjoy pension credit. (416) 764-3859, [email protected] By Preet Banerjee SALES Kathleen Murphy Senior National Account Manager 29 (416) 764-3838 TAX BREAK [email protected] IS OFFSHORE OFF LIMITS? Amy Nelson National Account Manager New rules make it harder to set (416) 764-3809 up non-resident trusts. [email protected] Eileen Lasswell By Gena Katz National Account Manager (416) 764-4164 [email protected] 30 Sophie Bellemare OUTSIDE EDGE Account Manager, Eastern Canada AGE WAVES (514) 843-2133 [email protected] A changing population is changing everything. By David Scandiffio Left to right; top to bottom: Paul Williams, Deanne Gage, Donna Kerry, Philip Porado, John Milne, Terry Ritchie, Preet Banerjee, and John De Goey. www.advisor.ca 0 7 2 0 0 8 AE 3 AE07_003.indd 3 06/18/2008 01:50:35 PM INSIDE EDGE EDITOR CIRCULATION AND RESEARCH P H I L I P P O R A D O [email protected] Keith Fulford, Justin Graham, Circulation Director Senior Research Manager Cindy Younan, Vinod Ramlakhan, Circulation Manager Research Analyst (maternity leave) Sarah Gunn, Tricia Benn, Research Assistant Director of Research Elizabeth Hall, Senior Research Manager THE TROIKA EDITORIAL ADVISORY BOARD David Wm. Brown Clay Gillespie Varied needs of multiple-age cohorts Al G. Brown and Rogers Group Financial Associates Kurt Rosentreter David Christianson Berkshire Securities will challenge advisors. Wellington West Total Nancy Shewfelt Wealth Management Wellington West Capital Inc. Kathleen Clough Thane Stenner PWL Capital Stenner Investment Partners, I don’t envy advisors today. John Horwood GMP Private Client Richardson Partners Lynne Triffon And it’s not because of the constant calls from clients about the state of Financial Limited T.E. Wealth their portfolios, or the extra compliance paperwork, or the constant con- Rebecca Horwood Terry Zive Richardson Partners Zive Financial Inc. cern that someone will log an unjustified complaint with a regulator. Financial Limited Cynthia J. Kett No, my sympathy stems from the complexity of client circumstances Stewart & Kett Financial that advisors will be facing during the next quarter century. Financial Advisors Ltd. advisors, today, aren’t just experiencing a single generation gap; they’re ROGERS MEDIA INC. Anthony P. Viner, President and CEO coping with three. ROGERS PUBLISHING LIMITED Older boomers have shifted from obsessing about accumulation to Brian Segal, President and CEO John Milne, Senior Vice-President, worrying about income production. The longest anticipated large-scale Business & Professional Publishing Group shift to retirement in North American history is finally coming to pass. Marc Blondeau and Michael Fox, Senior Vice-Presidents And as those boomers retire, you’d best be ready to help the X-ers who Immee Chee Wah and Patrick Renard, are finally moving up the salary curve. A lot of them feel angry, ripped Vice-Presidents off, and stunted career-wise by the generation that’s been parked in front , established 1998, is of them their whole working lives. The oldest of the X-ers, now in their published by Rogers Publishing Limited, a division of Rogers Media mid-40s, believe there’s no time to lose. They’ve finally gotten inflated Inc. Advisor’s Edge subscriptions include 24 issues per year, consisting of 12 issues of Advisor’s Edge in magazine format and housing costs under control and are looking to start saving for retirement 12 issues of Advisor’s Edge Report in tabloid newspaper format. Rogers Publishing Limited, One Mount Pleasant Rd., Toronto, in earnest. They need to get their assets in order. And fast. Ontario M4Y 2Y5. Montreal office: 1200 avenue McGill College, Meanwhile, Gen Y has its own demand issues, having been raised by the Bureau 800, Montreal, Quebec H3B 4G7. Our environmental policy is available at most pampered cohort in history. Their expectations will vastly outstrip www.rogerspublishing.ca/environment their willingness to save. A lot of them are also anticipating inheritances; Subscription price per year: $72 CDN; outside Canada per year: $148 US; single copy price: $15 CDN. ISSN 0703-7732. banking on them, in fact. Not a good thing, given their boomer parents’ Printed in Canada. PM 40070230 R10969. Canada Post: penchant for healthy living and the ever-advancing march of medical Please return undeliverable address blocks to: science. That money likely won’t be coming any time soon. Advisor’s Edge, P.O. Box 720, Station K, While it’s true many advisors opt to specialize and serve clients within Toronto, ON M4P 3J6. E-mail: [email protected] their own age ranges, not everyone has that option. Many advisors who We acknowledge the assistance of the Government of Canada, are just starting out need to fill their client rosters, meaning anything through the Publications Assistance Program toward our mailing costs. Contents copyright © 2008 by Rogers Publishing Limited, with a pulse will do. That being the case, they’re in for a nightmarish di- may not be reprinted without permission. Advisor’s Edge receives unsolicited materials (including letters to versity of client needs. Newbies won’t know whether to wear a suit, jeans, the editor, press releases, promotional items and images) from or surfing shorts to client meetings. time to time. Advisor’s Edge, its affiliates and assignees may use, reproduce, publish, re-publish, distribute, store and archive such To the more experienced, I offer this plea. You have a golden opportu- submissions in whole or in part in any form or medium whatsoever, without compensation of any sort. nity to give back to younger advisors. Help them benefit from your expe- rience; your wisdom. They need to learn, and you have the knowledge. Tricky times are ahead, so help make a difference. AE PORADO www.advisor.ca 0 7 2 0 0 8 AE 5 AE07_005.indd 5 06/18/2008 12:04:37 PM U N D E R W R I T I N G T I P S LEAVE NO BLANKS ONE of the biggest head- cated society, most advisors aches for advisors working in know they should list the FRONT the insurance space is the re- prescriptions their client turned application. Not only may have, but far too often, does the advisor have to ex- Powell says, the dosage is plain why coverage has been omitted. He cites anti-de- delayed, but it also leaves the pressants as an example: if client exposed while the ap- the dosage is relatively low, END plication is resubmitted. it shouldn’t pose a barrier to At the Advisor Group’s re- approval. If the client is tak- cent MGA symposium, Kev- ing 80mg of Paxil, however, in Powell, chief underwriter the risk will be rated signifi- at Equitable Life, offered cantly higher. some commonsense tips for “Underwriters tend to be underwriting, such as fill in a suspicious little group,” LOAD the application with a black Powell says. “If you’re miss- or blue pen, as this will make ing information, it might the form much easier to read. mean the client is try- “Longevity risk presents Obvious? Yes, but Powell ing to hide something, so planners with a major says some applications are make sure the application is challenge. If we knew with still being submitted in red complete.” —Steven Lamb ink, or have been filled out certainty how long clients with a felt-tip pen. STATS would live, our jobs would Next, avoid vague an- swers, such as describing a 3 in 10 be simple.” READ client as a “social drinker,” insurance advisors 8 because the advisor’s defini- 0 IT CLAY GILLESPIE, say they have a 0 2 , ROGERS GROUP FINANCIAL tion of social means little to h c succession plan in r a e the carrier.
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