What do you reckon? Are those first five minutes of the advice conversation between adviser and client crucial? Or is that the time for good old-fashioned rapport building? In the past ‘advisers’ (or ‘product distributors’ or ‘salespeople’) focused those first five...
Life Insurance has to be sold mate! I have heard the above line often from financial planners and life agents claiming that without ‘sales tactics’ and ‘insurance commissions’ a lot of Australians would be in fair worse position than they are today if they hadn’t...
What are we meant to do? I mean in our role as financial services professionals, what is our immediate focus when in front of our clients? Help the ambitious business owner get another extension to their overdraft , or help them restrain their financial ambitions and...
Of the many things I’m learning from my advisory firm clients implementing their own approach to certainty-based advice, is how hard it actually is to industrialise the conversation they have with their advice clients each year as to why the client engages. No Free...
Too many people who know too little about the day to day job of providing financial advice are placing too much emphasis on finding the ‘magic’ or ‘right’ value proposition that is somehow going to convince your clients to work with you and pay your fees. “How can you...