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...
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...
It’s a totally different form of engaging with clients. Graeme Richardson & Tony Dass from Argonaute Financial Advisors in Launceston, were sharing their insights with me yesterday regarding the implementation of their Discovery meetings for existing and new...
It has become a truism that wealth managers generate greater success than do other types of financial advisers, and that advisers therefore should move toward the wealth management model. But the term “wealth management” is omnipresent in today’s financial services...