What do advisers do? Maximise returns, protect risks, anticipate complexities, minimise costs, reduce stress, remove distractions, test assumptions, and change client’s long-term habits. Advisers are in the confidence business. They convert a client’s doubts into...
A tell-tale our family is on holiday is a jigsaw puzzle. A Stackpool holiday isn’t a holiday without a tricky new puzzle. The puzzling can take all holidays, with the puzzle spot remaining frustratingly off-limits for non-puzzling activities until the puzzle has...
Have you read Robert Cialdini’s book Influence? Great book. I re-read it over Christmas. It reminded me of the influential ‘short-cuts’ in our lives. Those psychologically engrained triggers we each develop that either warn, encourage, hinder or help us quickly make...
What are the secrets to consistent and successful delivery of your most important client meetings? Firstly, rapport-building is over-rated. Whilst I agree that rapport provides a vital oil between all successful relationships, I reckon too many advisers use rapport...
Interested in fast-tracking your team’s understanding of client value by at least 50% in just a month? I’m serious. I appreciate your business training and development is already a priority, but is it focused on the ‘heart’ of your advice...