The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not...
In challenging times growing an advisory practice is incredibly difficult, and one of the methods has become conventional wisdom – but that doesn’t mean it is...
In an ideal world all of our ideal clients would become active “brand advocates” for us… Client advocacy would be the key driver of growth in...
I am a massive fan of drawing little diagrams to explain technical ideas, but they are also a fabulous way of articulating the more nebulous concepts...
We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t...
Whenever I hear advisers talk about target marketing they seem to think it is an “either/or” choice. One has to be focussed on the ideal client...
There’s too much emphasis now placed upon “what you know“. I know…I know…heresy! But here’s a radical thought: most professional advisers today actually know enough. Sure, we always...
“Our clients did business elsewhere and didn’t call us to do it – Why?” How often do we hear this from advisers? Maybe you aren’t very...
Total honesty with clients is a wonderful idea….but 100% honesty in all things with clients would kill us commercially. And frankly the consumers, regulators and politicians...
There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve. The professionals...
