Advice MoneyBall

Advice MoneyBall

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....
How to Grow Profits

How to Grow Profits

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...
JOE, THE GREAT ADVISER

JOE, THE GREAT ADVISER

Listened to any of Pushkin’s podcasts? They pump out some great ones. A favourite is “The Happiness Lab”, which lives up to a promise showing how our brains are not always our best guides for our well-being or progress. Another one – “Against the Rules” – is just as...
WHAT IS PROGRESS?

WHAT IS PROGRESS?

The first benchmark of significance to me was a number of flip-flaps. When I could do ten flip-flaps at one time, I’d make the school’s gymnastic team. Gary Kurtz from my class did it. But I could never get to 10. I have slowly moved on from my missed benchmark of...
Under-Delegation – How to cripple an advisory firm

Under-Delegation – How to cripple an advisory firm

Know any Texans? If you have to think about it, the answer is probably no. These guys stand out. I’ve been there several times and have never met a timid one. In the early 1980s, I worked in a small Australian software firm founded by Bruce – a tall, lanky...
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