$88 Advice? Welcome to the future. Financial providers are releasing new advice offerings in response to the first tranche of the Delivering Better Financial Outcomes legislation. An annual $88 will give Colonial First State (sorry, firewalled) superannuation members...
Simon Senek’s book “Start With Why” is a phenomenon. Published in 2011, the book extolled that people don’t buy what you do. They buy why you do it. Sinek’s theory suggested that of the two methods of influencing behaviour, manipulation...
What do advisers do? Maximise returns, protect risks, anticipate complexities, minimise costs, reduce stress, remove distractions, test assumptions, and change client’s long-term habits. Advisers are in the confidence business. They convert a client’s doubts into...
I spent many Saturday mornings at Harry’s Hardware on Whistler Street in downtown Manly after Anna and I bought our “renovator’s delight” on Manly flat. Harry had an old-style cluttered store when hardware stores used to be as common as...
How do advisory firms methodically create and manage deep client trust? While protecting profitability and reducing dependency, building advice platforms and skills for advice teams to build deep trust in their client relationships is the third of six principles...
I can still see the surprised looks on their faces. It was November 1989, during a three-day “Agent As A BusinessPerson” workshop MLC asked me to design and facilitate. One of the last sessions for the twenty-five accountants and financial planners had...
