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...
There are few topics in my consulting and training work that I love more than pricing. Here’s why. Pricing is emotional Effective pricing isn’t about facts and figures. It’s about courage and value. Good financial advisers aren’t selling motor cars, cups of...
A sole focus on profit or business value produces the same result as a sole focus on your scorecard during a game of golf. I don’t believe it works. Good profits or business values are results and outcomes of playing a good game. If your sole focus is profit, it’s...
“Every adviser knows that if they have to prove that they are worthy of trust, however good may be their arguments, in fact, their trust is gone.” Walter Bagehot (1826-1877). English social scientist and literary critic, editor of The Economist. Regardless of whether...
We’re already in the final quarter of 2007. Time flies when you’re busy, doesn’t it? Do you think this has this been a “once in a lifetime” experience the last few months? Do you think we’ll look back in a few years’ time to 2007 and say, “now, that was a great...