Behind the scenes with WP's Top 50 Advisors in Canada

WP gets down to the nitty gritty with number 7 on this prestigious list, as he shares his insights on today's market in a candid Q&A.


Name: Stephen Jones

Company: Assante Financial Management Ltd.

Revenue: $600,000

No. of Clients: 115

Q. What has been the best thing about the last 12 months?

A: My investment style (a conservative, globally diversified, tax-optimized program) has yielded tremendous result. In a year where bonds are negative, and Canadian equities earn ~ 6 per cent, we have provided returns at much higher levels, using a pension style approach that incorporates both low-cost indexes provided by DFA and active management through CI’s Evolution program.

Q. What makes a good advisor?

A: A good advisor must have a servant’s attitude, and an open mind. We are here to help, using our experience, ideas, and sound judgement to present the best ideas possible. The client then decides what is best for them, and what can be done today versus tomorrow.

Q. What is your top tip for other advisors?

A: I often say that I am in “the client retention business.” Focus on activities today that lead to clients who will be there 20 years down the road.

Q. What are your top tips for gaining, and retaining, clients?

A: I take the time to do “my homework.” This means looking at every detail of a client’s financial situation. For example, where many advisors looks at CRA tax assessments on, I need to review the full tax return, and all of the slips. And not just for mom and dad, but for the whole family as well. This extra time allows me to make better recommendations.

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