Professional Service: There’s extra money going the extra mile

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Often professionals forget how valuable the service bit is in a “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra mile because they know that it... Read more continue reading

Practice growth requires leadership more than management

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The most frequent thing I see that prevents great practice growth and holds advisers back from developing their dream business is a lack of vision. I don’t mean “vision” in the namby-pamby buzz-word sense of having a beautiful set of words on a plaque on a wall that nobody really cares about.  A clear vision... Read more continue reading

3 tips to raise funds efficiently in a tough market

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To commercialise and grow, your business needs capital. But the ongoing fallout from COVID-19 means this may be easier said than done. For a variety of reasons debt may also not be affordable or attainable. Waiting it out may not be viable for your cashflow, could be detrimental to your strategy or put your first... Read more continue reading

Succession planning for private companies

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For those wanting to ensure that a particular family member becomes the director of a family company when the current director passes, it’s a minefield. So, you have a private company (that’s one with ‘Pty Ltd’ after its name). It might be the trustee of your family trust or your self-managed super fund or it... Read more continue reading

Demonstrate value and prospects will choose you

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Smart advisers today make sure they are demonstrating their value to prospects. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect decides to continue their buying journey with is... Read more continue reading

If you need more clients then you probably need different skills

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Financial advisers who need more clients need to be better marketers than salespeople in today’s environment.  For most that means they probably need new, or more, skills.  Not more technical skills; more commercial skills. While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the last few years, consumers have... Read more continue reading

How to prospect in today’s world: 5 sales strategies for financial advisers

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Over the past few weeks I have had many discussions with financial advisers on how they are generating new business in this environment? I took that question back to my colleagues and experienced advisers, and we all agreed that generating new business today boils down to generating new LEADS: Leverage your existing client base Engage the next... Read more continue reading

How to stand out on LinkedIn

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Being active on LinkedIn can help financial advisers establish authority, credibility and expertise. Rebecca Cofrancesco from Marketing Goodness shares her tips on how you can stand out on LinkedIn. You got the memo, right? LinkedIn is the place to be right now. Over 635 million people are on LinkedIn and that number continues to rise.... Read more continue reading

Ways to improve your value and ask great questions

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As we all embrace and further deepen a client-centric model, there are many challenges to overcome and many changes to make. People of all ages and financial situations need caring, knowledgeable advisers of all kinds to help them deal with the complexities of modern life. They need expert financial advisers to simplify their financial lives... Read more continue reading

The power of a vision: Because your future has to start somewhere

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Vision is the thing that initially drives all progress.  Somebody’s view of how something can be…will be….is the catalyst for achievement of great change. Who will ever forget  the power of one mans vision: “I have a dream….”? His vision of how the world could be. Should be. Would be. One day. But what was... Read more continue reading