Why are clients paying your financial advisory fees? Here’s some real examples taken from last week’s conversations between the advisers we work with and their clients: “I just want to stop worrying as to whether I can afford the basics…” “I just want to get away a...
Last week we talked about the financial advice climate heading into 2013, Kohler’s call to ‘Save Our Super’ and the challenges and opportunities this will present to all of us. Whether an opportunity or a challenge, one thing is clear – a self-managed super fund is...
I think that from a client’s perspective, being in an advice relationship is rather like being a passenger on a ship captained by their financial adviser. When seas are calm and the sun is shining, it’s nice to enjoy a rapport with the ship’s captain, to share stories...
Too many people who know too little about the day to day job of providing financial advice are placing too much emphasis on finding the ‘magic’ or ‘right’ value proposition that is somehow going to convince your clients to work with you and pay your fees. “How can you...
The last identifier of an Ideal Advice Client is about value. Does the client value your advice enough to pay for it? Ideal advice clients do, not every time, but for most of the time. This is different from the question many advisers stumble over – can the client...
Like all services professionals, financial advisers provide their clients with services that they can’t provide for themselves. OK, that’s a given. To date, the majority of the financial issues that have created the demand for financial planning advice and services...