There’s something about a burning smell that’s hard to ignore. Instinctively, that smell distracts us until we can locate the cause or origin. Which is why it’s SO important to address anything that might be ‘burning’ in the financial lives of our clients as soon as...
In Part 1 of this series about the first five minutes of client meetings, I discussed the importance of “setting the context of the meeting” to effectively take control of important client engagement and progress meetings. The focus of Part 2 and second crucial...
What do you reckon? Are those first five minutes of the advice conversation between adviser and client crucial? Or is that the time for good old-fashioned rapport building? In the past ‘advisers’ (or ‘product distributors’ or ‘salespeople’) focused those first five...
What is a ‘rich’ conversation? From my observations of firms that do them well, rich conversations differ from the majority of conversations in a number of ways. And they can be hard in the beginning. All of a sudden asking new (and existing) clients questions like...
How could you possibly make your advising any better? Has the thought occurred to you that the greatest advancement you might make in your advisory business isn’t a new product, service, platform or dealership? That it might just be how you advise your clients? For...
What are we meant to do? I mean in our role as financial services professionals, what is our immediate focus when in front of our clients? Help the ambitious business owner get another extension to their overdraft , or help them restrain their financial ambitions and...