Yeah, times are tight. But its not an excuse to ignore the careers, aspirations, goals and hopes of your ‘up-and-coming’ talent. No 25-34 year old up-and-coming talent in your firm is going to peg their future on your ‘good intent’ or talk about their future potential...
Gates in our client conversations. If you’re not looking for them you have to be lucky to stumble upon one… Some advisers have made the decision never to open them even if they do notice them. They prefer the conversational paths that they are used to. Their paths...
Whoever came up with the idea that selling work by the hour is a mark of a professional really should take a bow for being one of the greatest professional illusionists that ever lived. I’m still amazed when I hear advisers confidently talk about how they quote a...
Lance Cheung and Keiren Murphy ran a up-and-coming tiny advisory giant called Parinity (i.e. small in size but destined to be a giant among future advice firms) from Brisbane’s garden suburb of Ascot. We spoke earlier this week about a common and constant struggle...
Are we as advisers too focused upon what’s not working in today’s marketplace that we are forgoing great opportunities? Are we too blind-sided by non-performing markets, impending legislation, and continued economic gloom that we have become nervous spectators to a...
Most firms that engage our consulting services want three outcomes: to build a business that is independent of any one person’s personal efforts in the areas of sales, administration, advice or management; to grow a community of ideal clients who value their services...