CPD: Welcome aboard – the importance of nurturing new client relationships (Part two)

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In the first part of this series on client onboarding, Zurich Australia examined the reasons to develop and maintain a sound client onboarding process and looked at the first three steps to develop or redefine a client onboarding process. In this second part, we explore further practical steps you can take to either formulate a […]

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CPD: Welcome aboard – the importance of nurturing new client relationships (Part one)

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Client onboarding is all about making each new client front and centre in welcoming them to your practice. In this article, the first of a two-part series, Zurich Australia will explore the many good reasons to develop a sound client onboarding process. Part two will explore practical strategies to either formulate or redefine your onboarding […]

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How to convert more leads with digital marketing

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What works in the digital landscape is different to the traditional marketing landscape. I’m going to explain what to do when you have a list of potential clients and how to maximise them in the digital marketplace. So, let’s assume that you created a landing page to support your specific campaign; for example, the campaign […]

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This is what clients value about a financial advice business

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Do you truly know what your clients value about your business? If you’ve never asked them, how can you possibly know the truth? Through the work that I do, I get the privilege of talking directly to clients of financial advisers all across Australia to find out what they value, why they remain a client […]

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3 reasons why you aren’t receiving more client referrals

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We all know that the ideal client is likely to be introduced to your business through someone else whether that is a family member, friend, co-worker or a trusted professional source. However, I can tell you through the research that I do; you aren’t getting all the client referrals they say they will send you. […]

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Work out where the real money is in your book of business

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Let’s talk about one of those elephant in the room things: not all clients are equal for a professional service firm. As human beings they might all be equal, but as clients they are not. Each client relationship has a commercial value….and a commercial cost.  Each therefore has varying profitability, and at the extremes it is […]

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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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