They aren’t expecting it! They are expecting to talk about the markets, or self-managed superannuation funds, or when they’ll get their money back or term deposit rates. And why wouldn’t they? When they go to their dentist they talk about their teeth, when they go to...
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...
As discussed in previous issues of this series of articles, using meeting time effectively helps keep the meeting focused and participants engaged. Explaining the standard Discovery meeting process to your clients during the meeting frame-up aids in this by letting...
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...