I was getting a haircut at Martin’s place (they’re great, always busy) here in Manly (just downstairs from our new office) when I was reminded by Martin’s partner Masa of the Japanese saying “free is the most expensive price”. We were initially talking about bad...
Good painters don’t paint on top of previously painted, cracked, chipped, well-worn exteriors without first preparing the surfaces. Dodgy renovators, when their work is not subject to close inspection, can easily deceive their clients with their fresh and shiny...
80% of the fee for service models within Australian financial planning firms won’t work in three years time. In their quest to get “legislation-ready” for Monday 2nd July 2012, most planning firms are not thinking through their hastily implemented fee for service...
Implementing a fee for service proposition for your financial planning business without addressing the fundamental issue of adding real value for your clients is akin to getting dressed up as a mighty Sydney Swans player and thinking you’re therefore entitled to play...
There are few topics in my consulting and training work that I love more than pricing. Here’s why. Pricing is emotional Effective pricing isn’t about facts and figures. It’s about courage and value. Good financial advisers aren’t selling motor cars, cups of...