You might be considered a tad strange if you wanted to see the surgeon’s scalpel before selecting her as the one to get your dicky knee working again. Why then do we do this when positioning our financial advice? Matt, a great young adviser from Perth, said to me last...
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...
In the 2011 world of advice there is, amazingly, still a major disconnect between what we initially say is the value we add we later articulate as the value we have added. Thanks probably to Financial Services Reform legislation introduced over 10 years ago, we know...
Want to make money next year? Here’s a thought – change your ‘client review meetings’ to ‘client re-discovery meetings’. Make it an aim for the clients to have a ‘discovery’ during their next annual client re-discovery meeting. Why? Because it will engage your clients...
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...