More referrals are created by repetition

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Referrals remain the most powerful marketing for professionals despite the plethora of advertising and marketing tactics we have available today.  The “transfer of trust” which is created by positive endorsement and personalised introduction or recommendation results in the highest likelihood of a prospective client choosing to do business with you. Referrals are gold and we […]

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Growing advice business amidst industry disruption

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Advisers and licensees distracted by developments in financial services may be overlooking an existing advice opportunity which is available to access a growing revenue stream. “The findings of the Royal Commission into financial services due to be released next Monday and other industry developments have left many advisers and licensees sitting on the sidelines waiting […]

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Your FREE service is a barrier to getting the right business

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Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”. It simply isn’t true, and that in itself prevents the right sort of clients coming your way. The fundamental reason why this just doesn’t cut it with consumers is because they don’t believe it. Nothing worthwhile is “free”. […]

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Three questions you must answer to define your Uniqueness

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The difference between a good (but not spectacular) professional and a truly magnificent performer is the ability to succinctly articulate what makes them special. This is often referred to as having a Unique Selling Proposition, or USP.  While the concept has its detractors there is no doubt in my mind that in professional services those […]

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Seventy per cent of M&As fail – be one of the thirty per cent

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M&A is high risk. Research from The Economist Intelligence Unit (and other sources) suggests that inadequate due diligence is a key factor in business case failure – particularly as it reduces the effectiveness of the integration program. Even Wesfarmers can get it wrong! There are many examples over many decades of M&As failing to achieve […]

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The 3 barriers to adviser business success (and one can be deadly)

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There are 3 distinct barriers every adviser must manage in their career.  Each of them is a defining point which can see the end of the advisory career….but Barrier 3 is where most founders flounder. Barrier 1 is simply getting enough new business and clients to earn a living and survive the startup phase as […]

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National TAL Adviser Roadshows open for registration

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TAL, a leading Australian life insurance specialist, is pleased to announce that registrations are now open for the 2018 TAL Adviser Roadshows, to be held in capital cities and regional areas across Australia from 1 August – 14 September 2018 The national roadshows are free-of-charge, and offer the opportunity for financial advisers around the country […]

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3 questions you must answer to define your Uniqueness

From

The difference between a good (but not spectacular) professional and a truly magnificent performer is the ability to succinctly articulate what makes them special. This is often referred to as having a “Unique Selling Proposition”, or USP.  While the concept has its detractors there is no doubt in my mind that in professional services those […]

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What you need to know if you’re going to buy to grow

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As many advice businesses reach maturity it is common to consider whether they should “buy to grow”.  Should they buy another practice, or more commonly, should just buy a book of business from another practice. The typical reasons suggested for wanting to grow through acquisition are: Get new clients to “cross-sell” to Increase business turnover […]

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Small business hardest hit by rising minimum wage

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The Fair Work Commission last week delivered its annual wage review – the highest percentage we’ve seen since 2011. This decision will have a significant impact on all businesses and industries and over 2.3 million employees who are paid at the National Minimum Wage or minimum Modern Award rates. From the first full pay period commencing on […]

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