Sunday, December 03, 2006

Decline of Mom-and-Pop Families

I pasted the teaser on an article on the trend of governments to prioritize the rights of adults over children in matters of parenthood. It occurs to me that in the most liberal society in the world Canada is not taking a lead in countering this. We are founded on the principle that the nation should defend those who cannot defend themselves. That's why the gay marriage laws never went to referendum - because if you put minority rights in the hands of the majority, no law defending the minority will ever pass.

The minority in this case is children. Who will stand up for them and their rights?

Decline of Mom-and-Pop Families

Kids Left Behind as Parenthood Is Redefined

NEW YORK, SEPT. 30, 2006 (Zenit.org).- Family structures and parenthood roles are being redefined without sufficient consideration for the needs of children. This is the warning of a report just published that describes worldwide trends in family law and reproductive technology.

"The Revolution in Parenthood: The Emerging Global Clash Between Adult Rights and Children's Needs" is published by the Commission on Parenthood's Future. The commission "is an independent, nonpartisan group of scholars and leaders," active in the area of the family, according to a press release on the Web site of the Institute for American Values. The New York-based institute is one of the organizations behind the commission.

The author of the report is Elizabeth Marquardt, a member of the commission and author of the book, "Between Two Worlds: The Inner Lives of Children of Divorce."

The report finds that worldwide trends in law and reproductive technologies are redefining parenthood in ways that put the interests of adults before the needs of children. "The two-person mother-father model of parenthood," it states, "is being changed to meet adults' rights to children rather than children's needs to know and be raised, whenever possible, by their mother and father."

The revolution in parenthood described in the publication comprises a variety of issues: high divorce rates; single-parent childbearing; the growing use of egg and sperm donors; support for same-sex marriage; and proposals to allow children conceived with the use of sperm and egg donors to have three legal parents.
see more at zenit.org

Saturday, November 11, 2006

Life Planning - Fatherhood

Here are the components of my fatherhood system: Yearly goals, monthly goals and reviews, daily activities.

This year the monthly reviews are on the Wednesday after the second Sunday, fro 5-6PM at Ernescliff College before the Opus Dei monthly Recollection for men. I'll be evaluating my results on:

Goals: Teach Carlos to return things and to clean up after himself. Explore Ontario on summer weekends. Do a day a week of physical play for the entire family. And get a full time housekeeper to cook, clean, do laundry, and get us in a fit state to have another baby.
I'd like the longer vacations to be 3 weeks in Christmas with extended family, 2 in August just for us, and 1 in the dead of winter (last week of Feb). One of these should be vividly memorable due to place or activity. e.g. Banff for natural beauty or skydiving for the thrill. The idea is to create great family memories.

Daily, I've allocated 7-8:30 for play with Carlos and 8:30-10 for Elvia. I'd like to spend 2 hours a weekend editing video and photos, but the bulk of the weekend getting out and about town with E and C. Sundays are brunch spent talking with E about how the family is doing, and Sunday Mass.

In Income Trusts We Don't Trust

The government giveth, the government taketh away. If the government really wanted to help us they'd reduce the taxes, instead of granting exceptions and retaining the right to change their mind when it suits them.

Luckily my exposure to income trusts was around 2%, not material really. And there is a reason I did that. Any financial instrument that operates in the realm of taxable earnings is subject to the systemic risk that the government will take away the exemption. RRSPs and other tax deferred plans are really just another form of the same thing. Who is to say that when Alberta and Ontario stop bailing out the rest of the nation, the federal government simply says - "Sorry guys, all those deferred taxes are due. Now."

I keep my savings in a non-taxable environment. When I look at putting savings at risk in a taxable investment the hurdle rate is pretty high. as the promised rewards have to be commensurate and the probability of success high.

Saturday, October 14, 2006

Real Wages

"Real wage increases require three things: First, the society must save money so that it has capital to invest. Second, it must invest the savings in profitable businesses. Third, these capital investments must result in increased productivity.

Alas, none of these things happened. Insead, these three critical things began trending in the wrong direction. National savings - including public savings - fell from 7.7 percent in the 1970s to only three percent by 1990. Business investment fell from 18.6 percent of GDP in the 1970s to 17.4 percent in the 1980s. And productivity? In the 25 years after World War II, output per employee had risen at an average rate of 2.8 percent per year. During the 1980s, this rate fell to less than 1 percent.

There was a bump in productivity after 1995, but this was largely a feature of the Labor Department's new way of calculating it. With falling savings, falling business investment, and (consequently) falling productivity, you could not expect the economy to do very well. It didn't"

"Empire of Debt", Chapter on Reagan's Legacy p 202, Bonner Wiggin, Agora press 2006

Monday, October 09, 2006

Unbiased Mortgage advice

I like Jack Guttentag, the wharton prof who advises on mortgages in his webpage http://www.mtgprofessor.com. I find less bias in his advice. Here is a good tip:


Some borrowers are allergic to calculators and need a rule of thumb. Unfortunately, the common one that says "consolidation is profitable if the rate on the first mortgage is below the rate on non-mortgage debt", is wrong most of the time. Replace it with "consolidation is profitable if the rate on the first mortgage is below the rate on non-mortgage debt, and if the rate or mortgage insurance premium on the first mortgage is no higher with consolidation than without." This one will be right most of the time.


Full text is at http://www.mtgprofessor.com/A%20-%20Debt%20Consolidation/consolidating_with_new_first_mortgage.htm

Tuesday, September 05, 2006

Monetarists, Keynesians and Common-Sensians

This is simplistic but it makes you think.

Canada's economy is run by a central bank called the Bank of Canada.

The Bank of Canada is run by economists.

Most economists today use one of two theories to avoid a great depression in Canada:

Keynesians say that a slump in the economy can be solved by spending more money: reduce interest rates and cut taxes.

Monetarists say that a slump can be solved by spending more money: print more money so people feel they have more to spend.

If an individual thought that he could avoid financial trouble by spending more money would you consider that to be the act of a sane person?

"The encouragement of mere consumption is no benefit to commerce, for the difficulty lies in supplying the means, not in stimulating the desire of consumption; and we have seen that production alone furnishes those means. Thus it is the aim of good government to stimulate production, of bad government to encourage consumption." Jean Baptist Say, 1803

Sunday, September 03, 2006

fortnightly email topics

24 newletters: feel free tp suggest more topics

You and your planner
- How to avoid a planner who makes himself wealthy at your expense
- When to fire your planner
- Why investment advisors don't want you to save your money
- Is your accountant a good retirement advisor?
- What is bias in financial advice?

Savings
- Canada is spending its way to a recession. What you can do to save yourself.
- How the difference between savings and investment can mean the difference between being able to retire or not
- Why your portfolio is probably riskier than Warren Buffet's
- How to use the equity in your home to build up savings
- Start your savings plan using money that you don't even know you have
- For grandparents only - the perpetual motion savings plan

debt
- How to avoid the credit conspiracy
- Why the bank doesn't want you to know about your mortgage
- How to outsmart your mortgage banker
- How to avoid the 5 common credit card traps
- Car lease mysteries revealed.

Big purchases
- Pay for your car, not your car dealer's lavish lifestyle
- How to pay for your daughters wedding without going bankrupt
- Your 9 month plan to pay for baby expenses
- The smart way to pay for that home theatre system
- The 5 biggest mistakes in cottage ownership

$120,000 in your pocket is what happens when you stop borrowing to pay for your cars.

You pay $250 a month for your car. That's $3,000 per year. You will be paying for cars as long as you live, say another 40 years. 40 years of paying $3,000 per year is $120.000. Whooo-eee.

That's $120,000 you're paying Ford Auto Finance in your lifetime. That's a lot of money on a one way street to the finance co that you will never see again.

What if you owned the finance company?
What if you paid that same amount to a finance company that was owned not by Ford but by YOU? Then you would still be paying $120,000 for your cars. But when you own the finance company , your company would earn the $120,000, not Ford Finance, . And since you owned the leasing company, those earnings would go to - you guessed it - YOU!

Conclusion- if you set up your own Finance Company:
You would still be paying the same for your cars $120,000
Your company, not Ford Finance, would be the lender
Since you own the lender, you would own the earnings.

So the only question is ... how much are you willing to pay for set up your own bank in order to make $120,000 in the next 40 years?

To learn more, log in to to www.findoutmorenow.com and use my special 4 digit pass-code AH24. Do it now, it's costing you $120,000 not to do it!

Saturday, September 02, 2006

Why is Warren Buffet Holding $43B in Cash?

Berkshire Hathaway's 2005 asset allocation:
50% cash, 50% stock, up from 0%:100% 10 years ago


If Warren Buffet's not buying Stocks or Real Estate, why should you?

"My hope was to make several multi-billion
dollar acquisitions that would add new and significant
streams of earnings to the many we already have," Buffett
confessed in this year's letter to Berkshire shareholders.
"But I struck out. Additionally, I found very few
attractive securities to buy..." (from report to shareholders)


Warren Buffet, the best investor in the western world
has been saving not investing for the last 10 years.
You should too.


Berskshire holds more in cash than in stocks.


Back in 1994, cash was a nearly invisible asset class on
Berkshire's balance sheet, while equity investments
were equivalent to 128% of book value. But cash has
been piling up ever since, as the relative size of Berkshire's
stock investments has steadily decreased. In 2005,
for the very first time, Berkshire's cash exceeded the
stated value of its equity holdings. With the benefit
of hindsight, we see that Buffett was prudent to reduce
his equity allocation into the booming stock market of
the late 1990s, and was equally prudent to increase his
cash allocation as share prices fell from the 2000 peak.

"What Charlie and I would like is a little action now,"
Buffett writes in his annual letter. "We don't enjoy sitting
on $43 billion of cash equivalents that are earning paltry
returns. Instead, we yearn to buy more fractional interests
similar to those we now own or — better still — more large
businesses outright. We will do either, however, only when
purchases can be made at prices that offer us the prospect
of a reasonable return on our investment."

Warren Buffett boasted in Berkshire Hathaway's 1990
annual report, "Lethargy bordering on sloth remains the
cornerstone of our investment style: This year we neither
bought nor sold a share of five of our six major holdings.
The exception was Wells Fargo...We welcomed the (Wells
Fargo) decline, because it allowed us to pick up many more
shares at the new, panic prices...The most common cause of
low prices is pessimism - sometimes pervasive, sometimes
specific to a company or industry. We want to do business
in such an environment, not because we like pessimism but
because we like the prices it produces. It's optimism that
is the enemy of the rational buyer."

Buffett's aversion to optimism may also explain why he is
not dabbling in the real estate market either.


Buffet's not buying real estate either


"Notice that Buffett is not investing in real estate,"
observes Susan Walker, in an insightful article for Fox
News, "an all-too-tempting alternative for regular folks
who have some money they would like to invest but who don't
trust the stock markets. In fact, as the most recent issue
of 'The Elliott Wave Financial Forecast' points out, many
people are 'now captivated by the concept of easy wealth
through real estate...According to the National Association
of Realtors, a stunning 25 percent of the 7.7 million homes
sold in 2004 were purchased strictly as investments.'"

Perhaps Buffett has observed sometime during his lifetime
that real estate prices – like stock prices – do not always
go up. Perhaps too, he has noticed that real estate prices
are already falling in some parts of the country.

"Total U.S. home sales dropped dramatically by 9.7 percent
from December 2004 to January 2005 (before revisions),"
Walker notes, "even as median sales prices on new U.S.
homes plunged 13% from $229,700 to $199,400. That decline
in the median sales price was the largest one-month fall in
the history of the data, which goes back to 1963."

"So here's the most under-asked question of the year,"
Walker concludes, "If Warren Buffet isn't putting Berkshire
Hathaway's money in stocks [or in real estate], can this be
a good time for anyone else to do it?"
(from the daily reckoning newletter Apr 2005)


Nor does Buffet borrow

"We are not interested in incurring any significant debt at Berkshire
for acquisitions or operating purposes. Conventional business
wisdom, of course, would argue that we are being too conservative
and that there are added profits that could be safely earned if we
injected moderate leverage into our balance sheet. Maybe so.

But many of Berkshire’s hundreds of thousands of investors have
a large portion of their net worth in our stock (among them, it
should be emphasized, a large number of our board and key managers)
and a disaster for the company would be a disaster for them....
To these and other constituencies we have promised total security,
whatever comes: financial panics, stock-exchange closures (an
extended one occurred in 1914) or even domestic nuclear, chemical
or biological attacks.

Whatever occurs, Berkshire will have the net worth, the earnings
streams and the liquidity to handle the problem with ease. Any other
approach is dangerous. Over the years, a number of very smart people
have learned the hard way that a long string of impressive numbers
multiplied by a single zero always equals zero. That is not an equation
whose effects I would like to experience personally, and I would like
even less to be responsible for imposing its penalties upon others. "
(2005 shareholders report, Berkshire Hathaway)

Conclusion:
1. Pay off your house
2. Put your money into savings

Augusto Hidalgo is a financial advisor licensed in the Province of Ontario.
He helps clients build tax free savings plans using their current debt payments.

Marketing Summary - New World Financial

New World Financial

MESSAGE: (Unique Selling Proposition): Turn your debt into savings

MARKET:
Psychographic Market:
People who want: more savings, guaranteed values for retirement, GICs, Bonds to maturity, creditor protection,
People who don't want: dependence on social security, bank debt, erosion of retirement funds, taxes, probate, to build equity in their houses,
Peole who fear: a housing crash, a stock market crash, the government changing social security and OHIP.
People who pay for information, who respond to direct mail,
People who read or are affiliates advertiser in : the richebacher report (Kurt Richebacher, the daily reckoning (Bonner,Wiggin), on the money trail (AB Jacobs), the Bank Note (Nelson Nash). (what are the Canadian equivalents?), Warren Buffet's shareholders reports, the millionnaire next door.


Demographic Market:
Depends on sub-agent running a NWF Franchise. For me: executive mba grads, filipinos retiring in the philippines. 45 year old male head of family, 2 kids, homeowner, pays credit card balances fully, alredy has a financial advisor.

Marketing Technology

Today I have my Marketing Manager hat on. The tools available are incredible. I just tested a web based voice mail broadcast system yesterday.

I had sent 30 letters introducing the Infinite Banking concept to clients, and I wanted to send them a reminder to look out for the letter in the mail, and to read it when they got it.

So I got online looked up "voicemail broadcast" and got exactly what I was looking for. Setup took 20 minutes.

I called an 800 number, dictated my voicemail, reviewed and approved it.

Then on the site I ran a test, uploaded the list of telephone numbers, and scheduled the voicemail to be broadcast around the time I expect the mail to hit my customers' mailboxes.

Time taken : 40 minutes Cost $3.60 for 30 voicemails. Convenience: Priceless

Friday, September 01, 2006

The Richebacher Report

Contrarian ex-Dresdner Bank Chairman Kurt Richebacher bets against the US economy... here is some of the copy selling his report. Pretty good "fear" copy by Addison Wiggins ("Financial Reckoning Day" author






The plunging line shows how much money we're saving right now.

The soaring line shows how much more we're paying just toward the interest on our rapidly mounting debts. Make note, that's just the charges on the borrowed money. Not the payment on the borrowed money itself.

It's like the claws of a gaping trap, getting ready to snap down on the average overexposed American. And when it does, expect financial disaster.

Here's the big problem...

The powers that be say that this trend of overspending and under-saving is all part of the recovery ahead. Washington's new favorite economist, Ben Bernanke, even talks about the dangers of a "savings glut" in other countries.

All while old Fed favorite Alan Greenspan has just kept on urging us to spend, spend, spend. Even if we have to borrow to do it. He's like a heroin dealer, pushing loose money and feeding the American addiction to credit until many of us have no choice but to keep on borrowing more, just to survive.

Thanks to years of imprudent interest rate manipulations by the Federal Reserve, the entire house of cards underpinning the U.S. economy cannot but HELP to fall apart. And it's almost guaranteed to happen, now, very soon.

It's that simple.

See, loads of easy money and open credit are terrific when an economy is soaring. Credit can help a business expand. It lets you invest in the future. It even lets you enjoy life a little better on the way up, making it possible to bank on riches yet to come. And our fellow Americans have been lapping up the opportunity, loading up on new cars, newer and bigger houses and lifestyles they couldn't normally afford.

The trouble is, the moment all that excess credit is withdrawn, everything falls apart!

House prices fall, stocks fall, U.S. bonds fall, the dollar falls, everything falls. Because liquidity is sucked out of the system. Nobody has money to spend. So there's no demand for the assets that only those with lots of credit and easy money can typically afford.

At this very moment, this is the gravest danger facing the American economy. Worse than terrorism. Worse than waning energy supplies or energy war. Worse than petty Washington infighting or scandals.

With our credit-driven economy so out of control, this could spell the end to the American economic experiment itself. Very quickly and with disastrous results, for all but the investors who were smart enough to protect themselves as early as possible.

Take a gander at this...


The Canadian numbers are better, but not by much. Canadian Savings are at 1.6% of income. What to do, what to do.

Good thing I know!!!

this made me cry today

Be Trustworthy

This may be a minor point that Mr. Buffett was trying to make, but he told a simple story that affected me greatly. He told of the Founder of the Nebraska Furniture Mart, one of his companies, and how she came from a poor Jewish family and couldn't read, write or speak English. She was had survived the Holocaust, spent 16 years bringing her family to the U.S. (at $50 per person), and grew the Nebraska Furniture Mart from a $500 initial investment to do $350 Million annually from a single location in Omaha.

Update: A friend of hers told Warren at one point that the way she evaluated people was simple: She simply asked herself, "Would they hide me?" What a great way to judge your instincts about whether to trust someone or not.

More from Minsky

US Consumer Spending: America the “Ponzi unit”

America has become what Hyman Minsky calls a “Ponzi unit.” In other words, there sometimes comes a point where an economic unit has to rely upon asset sales to satisfy its interest payments and debt repayment. That’s America!

The writings of Hyman P. Minksy, particularly his 1986 book, ‘Stabilizing and Unstable Economy,’ ...identify three distinct income-debt relations for economic units: hedge, speculative and Ponzi finance:

1) Hedge-financing units can fulfill all of their contractual payment obligations by their cash flow.

2) Speculative units can meet the interest bill on their liabilities from their income, but are unable to repay the principal out of cash flow from operations. They need to roll over their liabilities.

3) Ponzi units are unable to fulfill repayment of principal and to pay the interest due on outstanding debts by their cash flow from operations. They depend on borrowing or selling assets even to meet their interest bill.

It is a reasonable conclusion that the U.S. economy and its financial system on the whole have become one huge Ponzi financing unit.”]

Financial Reckoning Day

Financial Reckoning Day Bonner & WIggin, 2003, is a post Internet Bubble book written by the folks that deliver the Daily Reckoning e-newsletter. It says that rampant consumerism in the US will result in a slow soft depression.

Here are some of the quotes that I liked from the book:

"We may not know how the world works, but we are immodest enough to think we can know how it does not work. The stock market is not, for example, a simple mechanism like an ATM machine, where you merely tap in the right numbers to get cash when you need it.

Instead, the investment markets - like life itself - are always complicated, ofen perverse, and occasionally absurd.

But that does not mean that they are completely random; thougth unexpected, life's surprises may not always be undeserved. Delusions have consequences. And sooner or later, the reckoning day comes and bils must be paid.

In this sense, the investment markets are not mechanistic at all, but judgmental. As we will see, they reward virtue and punish sin."

"...as Keynes once noted, the market can stay irrational longer thatn an investor or a business can stay solvent." (on the fall of LCTM a firm led by nobel prize winners Merton and Scholes)

"Minsky's financial instability hypothesis sets out to show how capitalism is inherently unstable.... Minsky refers to Keynes concept of a 'veil of money" between real assets and the ultimate owner of the wealth. Assets are often mortgaged, financed, leveraged, or otherwise encumbered. This veil of money gets thicker as financial life becomes more complex and makes it harder to see who is actually getting richer who is not. When house prices rise, for example, it seems that the homeowner should be the beneficiary. But homwowners now own much less of their homes than they did a few years ago.

Fannie Mae (eds note: in Canada the CMHC), banks, and other intermediaries have a strong stake in home values. In recent years, Fannie Mae has worn a veil of money as sticky as flypaper. The hapless homeowners hardly had a chance. They got stuck almost immediately. How they are hopelessly glued and cannot get away.

Instead of coming up with innovative new ways to make people rich, America's financial intermediaries - notably Wall Street and Fannie Mae, came up with ways to make them poor.

"The financial instability hypothesis" Minsky explains, "is a theory of the impact of debt on system behavior and also incorporates the manner in which debt is validated. In contrast to the orthodox Quantity Theory of money, the financial instability hypothesis takes banking seriously as a profit-seeking activity. Banks seek profits by financing activity and bankers,, like all entrepreeneurs in a capitalist economy, are aware that innovation assures profits. Thus bankers, whether they be brokers or dealers, are merchants of debt who strive to innovate in the assets they acquire and the liabilities they market"

Wednesday, August 23, 2006

Why you should not put your savings in the bank

Theme: savings are not the same as investment.

What is savings
Where to keep savings
What savings is not
Why you save
Paradigm
Shift


What is savings
What is left of your paycheck after expenses is savings.

Where to put savings
Savings should be put in tax-free financial instruments with capital guarantees (which do not have the risk of losing value). There are 2 types of capital guaranteed instruments: those for current needs (e.g. Savings accounts, chequing accounts) and those for long term needs (Guaranteed Interest Certificates, Bonds, Life insurance policy cash values,etc).

What savings is not
Savings is NOT investment. Investing means putting capital AT RISK in exchange for the chance of making a bigger return than your savings are making. To summarize: Savings are not at risk but investments are at risk.

Why you save
Long Term Savings are used to pay for items that are too big to pay for out of one paycheck. Long term savings finances every big ticket item you buy (e.g. Your car, your house). Long term savings also finances retirement.

What consumer debt does to kill long term savings.
Why is my mailbox full of offers to lend me money via credit cards, mortgages, etc? Not out of the kindness of the banks' hearts, but because these things are profitable for them. I applaud their business skill but I do want to make sure that I only do things that are beneficial to me and to the ones I love.

What a bank does is finance the purchase of items for you so that you will give your long term savings to them. Get it into your head. Your long term savings is a zero sum game: either you or the bank will make money off the finance of your car or home.

Q: How do you recapture the interest you'd otherwise be paying the bank, and turn it into savings that grow tax free?

A: Sinking funds. (next: sinking funds)

Sunday, August 20, 2006

Par Policies: Savings rather than investments

It's important to realize that putting money in a par policy is saving, rather than investing in the true sense, because the capital is not at risk. It is closer to saving in a GIC.

While it is true that a participating policy dividend is not guaranteed, Great West and London Life have not missed a dividend in a hundred years, including wartime and depression. More importantly though, once a policy dividend is declared, it IS guaranteed not to lose value, unlike an equity or even a bond.

The reason that par policy dividends have been able to return 2 points over GICs on any given year in the last 100 years is:
  • it has a small equity component that may provide growth. That being said, Great West's equity position is very small relative to many pension funds (e.g. CPP has 40% in equities: Great West life's participating fund has 10%, the average participating fund has a maximum of 20% in equities)
  • it can smooth its results over 10-15 years. Gains and losses need not be immediatey recognized. If interest rates decline, for example, the gains on the long bond portfolio are not paid out immediately. Investment dispositions are rather laddered.
  • people are living longer, so policies are paying out later than expected
  • operating costs are reducing
  • a small percentage is not distributed immediately and is instead used as a contingency fund to smooth results in case of a bad year.

Saturday, August 19, 2006

CNN: The Network of Fear Mongering? Jon Stewart Reports.

Funny Jon Stewart take on a common Michael Moore theme: the use of fear to soften the public up for the US government to implement unpopular measures.

Nelson Nash and RRSPs

"When government creates a problem (onerous taxation), and then grants you an exception to the problem they created (ed. note: RRSPs) aren't you just a little bit suspicious that you are being manipulated? If they really wanted to help you all they had to do was lower taxes. But they don;t want to do that: they want to manage your life. How do you get around it? The logical solution is free contract with other free people. And that's all life insurance is."

Thursday, August 17, 2006

I get it now.

Whew. Finally got the USP for my financial planning business. I am working towards a Jan 15 2007 launch date for the business which so far is to be called newworldfinancial.ca.

I founded New World Financial (NWF) in November 2005 with the intention of targetting new immigrants to the Greater Toronto Area. I later expanded this to include anyone with financial dealings in Canada and one other country (from my point of view the services to be delivered to the target markets are identical.). The strategy at first was primarily Customer Intimacy and secondarily Low Cost Provider: to do something client-centered for the Philippine-Canadian community in the GTA, and keep things low-cost by outsourcing most lead generation to my call centre in Manila and fulfillment to London Life (my Financial Services Provider). Then the idea was to franchise the systems and sell coaching to planners whose natural markets were the other major ethnic communities - Chinese, Indian, Italian, Hispanic, and Eastern European.

Life is what happens while you're making other plans, says John Lennon. True to form, as we began selling financial planning services to the general population, I began to realize that the ethnic affinity micro-niche strategy was making money, but the differentiation was insufficient. In multi-cultural Toronto, most sales professionals use ethnicity as a differentiator - they just didn't market the benefit like we did at NWF. I didn't mind at first that our image tended to put off Anglo-Saxons, the majority ethnic group in Toronto, but some of my Anglo friends did so I did a rethink of the whole USP and worked on providing something more compelling and which did not exclude large bunches of the population outright.

So I began looking for a product/service differentiator to headline our marketing campaigns, and to use the ethnic affinity card to help sub-agents in their lead generation instead of putting it up front and centre of our strategy. That way I could get Anglo and French sub-agents selling our Unique Sales Proposition side by side with the other ethnic sub-agents without losing the "downtrodden minority" pitch to the smaller ethnic communities.

Small business is a whole different kettle of fish from the corporate world. A small business owner like myself cannot create systems - he doesn't have the time or the resources. I had to scour the environment for a turn-key USP I could re-engineer for the GTA market. And I am happy to say I have found it!

New World Financial's Unique Selling Proposition:

New World Financial is Canada's Authority on the PYF! System for converting bank interest and tax payments into savings.

The Personal Savings Rate in Canada was an abysmal 1.6% in the Firt Quarter 2006. But what is really alarming about that is how much in tax and interest payments (around 30% respectively) Canadians are paying without even questioning whether there is a better way.

The PAY YOURSELF FIRST! System increases the money going into a consumer's Personal Savings by taking cash from the interest and tax payments the consumer is already making. Most Financial Planners tell their clients what to do with their 1.6%: a PYF! Advisor tells clients what to do with their 60% and the 1.6%.

What a PYF! Advisor does when a client visits our office.
  1. Explains PYF! goals and benefits to the client in easy-to-understand, non-financial language.
  2. Interviews the client to estimates how much of a client's paycheck is going to tax and interest.
  3. Uses PYF! methodology to determine goals to convert those payments into savings
  4. Explains in easy-to-understand, non-financial language what the client needs to do to make it work
  5. Reviews implementation yearly.

Monday, August 14, 2006

Weekend Takeaways

Marketing systems
Bill Good marketing sytems another good alternative to PMI
Excluded Dicaprio and Jeff paul because of bad net reviews.

Need to add to my operations manual:
- Marketing/publicity/press release, bio, faq (Paul Hartunian)
- HR/ Hiring an assistant (Pamela Yellen)
- Marketing/internet/affiliate programs (Corey Rudl)

Back to school

After Canadian labour day (yes in Canada you add the u), kids go back to school and parents get back to work.

So what have I got done this summer? July 19 was the first anniversary of my Financial Planning business. And let me tell you, Small Business is not for the faint hearted. Small Business is all about one thing: being able to draw cash out of the business. So foremost on my mind is efficiently generating cash flow in, and keeping expenses down.

Sounds like what they teach you at Kellogg, and Schulich, where I graduated right? Wrong. I got a generic theoretical grounding in all the business disciplines, so I am part of a privileged few that can talk about B School in the past. But small business is about identifying a community with a need, finding what fills the need from the public domain, adapting it to the business asap, and feeding that need continuously.

The need I fill is protecting Torontonians' hard earned money from the two biggest thieves: the CRA and the banking system. When I got here in 2001 on assignment for Swiss Reinsurance Company, my eyes goggled at how complacent the natives were about paying 50% of the cash they earned to the government in income and consumption taxes, and another 30% to the banking system in interest. Canada Statistics has the 2006 1Q Canadian personal savings rate at 1.6% (not a typo). Thi is better than the negative personal savings figure of our southerly neighbours, but a lot worse then the WHOPPING 10-20% of the Japanese. So let me get this straight - the Japanese, who are in a recession, are going to retire 5 times richer than us Canadians, who are experiencing a booming economy?

Great, I have an entire nation of people who are interested in what I have to sell. More next time.

Sunday, June 11, 2006

Bedtime prayer


Elvia and I went to the Mass and Rosary walk for Lie yesterday at St. Michael's Cathedral. The priest quoted a verse I had to look up - the words were really apt. I picked it up from
http://www.theinterim.com/1999/march/20collet.html

"Is anybody happier because you crossed their way?
Does anyone remember that you spoke to them today?
The day is almost over and its toiling time is through.
Is there anyone to utter now a grateful word of you?
As you take a glance back over the day that is slipping fast,
Did you help a single person of the many that you passed?
Is a single heart rejoicing over what you did or said?
Does the one whose hopes were fading now with courage look ahead?
Did you win the day or lose it? Was it well or sorely spent?
Did you leave a trail of kindness or a scar of discontent?
As you close your eyes in slumber do you think that God will say,
"You have earned one more tomorrow by the good you did today!"


Tuesday, May 30, 2006

Nelson Mandela

"And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others." Excerpt From Nelson Mandela's 1994 Inaugural Speech (attributed to Dag Hammerskjold and Maryann Williamson)

Here's another nice on - about Mandela by Bill Clinton "And we thank you, Mr. President, for being the person we'd all like to be on our best day."

Thursday, May 25, 2006

Square One

Changing careers isn't exactly going back to square one. I just spent the last year learning the ropes in Toronto: broking Life and Health Insurance, Investments and Loans, mainly for London Life, the largest provider of retail insurance in Canada.

Before that I spent 10 years underwriting for Swiss Re, the largest Life and Health Reinsurer in the world. So I was not unfamiliar with the products - just the retail business processes and the local Toronto environment.

Now I'm happy to say that I feel like I am grooving along. I have a daily routine that suits my needs. Elvia and I get up at 7, I take Carlos to daycare, go to mass or have coffee (more often coffee), then go back home to do my 30 min gym thing and get dressed. By 9 I've gone about a fair few of my spiritual, fitness and family obligations. I leave for work after 9 to avoid rush hour. I'll get to work at 400 and Steeles by 11 latest. Between 10 and 2, I'll submit yesterday's transactions, answer urgent messages and email, and leave operations instructions with Ornella. I'll see three clients in the 2-4, 4-6 and 6-8 time slots, then get home before 9. I miss seeing Carlos come back from school most weekdays, but as the business grows I may start delegating the 6-8 time slot to an employee.

"Your job as a father, your mission in life, is to raise your children to this ideal - to form generosity and character so deeply within them as to direct the course of their lives to greatness. This is what a great father does."
Stenson, Father, the Family Protector, Scepter 2004