Investment Executive - - BYB - — DONALEE MOUL­TON

An­gela Mercier, prin­ci­pal owner of Mercier Me­di­a­tion and Fi­nan­cial Ser­vices in Hal­i­fax, en­tered the fi­nan­cial ad­vi­sory busi­ness with a de­gree in psy­chol­ogy and 15 years of ex­pe­ri­ence in the au­to­mo­tive busi­ness. Her di­verse ca­reer has taught her many lessons about suc­cess. She of­fers the fol­low­ing tips: Part­ner with a se­nior ad­vi­sor. The av­er­age age of fi­nan­cial ad­vi­sors in Canada is 54. That presents young ad­vi­sors with op­por­tu­ni­ties to learn from their el­ders and to grow their busi­ness. “Ask [older ad­vi­sors] what their suc­ces­sion plan is and if they have a process,” Mercier says.

Be trans­par­ent about costs. Ex­plain your fee struc­ture to your clients, Mercier says. Show how much they are pay­ing — and for what — so there are no misun­der­stand­ings.

Get or­ga­nized. Pre­pare for a moun­tain of pa­per. We may live in a dig­i­tal world, but the fi­nan­cial ser­vices pro­fes­sion is mired in pa­per­work. Mercier cau­tions that the myr­iad forms and ques­tion­naires are time­con­sum­ing, but manda­tory. Says Mercier: “Our hands are tied.”

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