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...
We listen to a lot of adviser-client Discovery conversations. That’s our job. We can’t transform advice skills without working deep into the details of what’s said in client meetings, which only recordings of Discovery and Engagement conversations can provide....
Bella has run her small architecture firm for over 20 years. As the demand for her work grows, so do her costs. At 52 years old, she had hoped for more options. Since a messy divorce seven years ago, she has spent all reserves from the settlement and parent’s...
I know the problem with my golf game. The guy holding the club. My instincts want to hit the ball too hard because my ridiculous golf brain believes ‘bigger is better’. On the odd occasion when my instincts produce a great shot, it’s usually a fluke....
Heard of Learned Helplessness? It is a condition first researched in the 1960s by a team of psychologists that included Professor Martin Seligman. A group of dogs were given mild electric shocks. Some dogs could press a button to stop the shocks, while a second group...
I used to coach a guy I call Adviser Tony. Nice guy, experienced, founder of a successful advisory firm and well-respected in the advice industry. Tony once told me that when his clients ever squabbled about how they wanted to spend their retirement monies, he...
