I was a COBOL programmer. Not a very good one, but that didn’t matter in the early 1980s. Back then, every Tuesday’s Australian newspaper featured a twenty-four-page IT section, of which many pages advertised programming and analyst positions available, with most from...
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...
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...
I think that from a client’s perspective, being in an advice relationship is rather like being a passenger on a ship captained by their financial adviser. When seas are calm and the sun is shining, it’s nice to enjoy a rapport with the ship’s captain, to share stories...
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...
As confidence in our economic recovery improves, confidence in our financial planning industry seems to be getting worse. As events unfolded last year, clients generally remained loyal to their planners, recognising that most of the greedy, reckless antics causing the...
