When offering advice, there’s only one sure way to consistently ‘beat’ a competitor’s pricing… Offer more value. Advice clients don’t want your products, they don’t even want your advice. They just want their outcomes. Your advice is a means to an ends, that’s all. To...
Back in 2007, a few great advice firms, like Troy MacMillan’s The Wealth Designers, based in West Perth, Greg Keady and Jeff Wain’s Melbourne Private Wealth, based in South Yarra, and Brian Pert’s Pert and Associates, based in Southport, were being innovative with...
During the frame-up of a Discovery meeting, ask the potential advice client whether there is any burning issue they’d like to address during the meeting. Clearly adding a client’s burning issues to the agenda at the beginning of a Discovery meeting has several...
As discussed last week, Advice Mapping is an important piece in the engagement, the articulation of your value, and the management of your advice clients. We also pointed out that the first crucial steps for you to implement Advice Mapping are to read up on mind...
A picture paints a thousand words, right? If your firm can learn to capture the essence of a client’s financial life in a picture on a single page, and then use that one page for every client meeting as the driving document underpinning your advice relationship, I...