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...
I’ve been copping a bit of flack recently suggesting that fee disclosure statements (FDS) aren’t really necessary for your financial advice clients. Yes, I can understand that response considering the frenzy some firms have experienced making themselves ‘compliant’...
Assuming your advice clients are engaging for the long-term rather than short-term (and therefore you aim to earn on-going fees every year, not just the first year), then a re-think on the ‘depth’ of engagement between your firm and its advice clients might be...
Of the many things I’m learning from my advisory firm clients implementing their own approach to certainty-based advice, is how hard it actually is to industrialise the conversation they have with their advice clients each year as to why the client engages. No Free...
