20-point checklist for seminar selling

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Many advisers feel that seminars are so last-year as a method of prospecting for new clients, and yet, so many advisers continue to do fantastically well with them. As with most things in sales and marketing of professional services you can take a short-cut to success by learning the lessons of others – and then... Read more continue reading

Don’t let FOFA blindside business growth: The Advice Exchange

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The Advice Exchange has found in a survey of 200 advisers, that most are relying upon their dealer groups only for compliance and systems administration.  Most are not utilising marketing or business development services that may be offered by their licencee.  Managing Director of The Advice Exchange, Andrew Doquile, said advisers must think about the... Read more continue reading

Harness the power of social media

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Financial and professional services as industries have been incredibly slow to adapt and evolve to using new methods of engaging with existing and prospective clients through Social and Digital Media.  Despite what most so called Social Media experts will tell you there is good reason for this. The idea of viral videos, content distribution and... Read more continue reading

Branding your business

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Rebranding is not to be undertaken lightly. When asked when a business shouldn’t undergo a full rebrand, Kevin Roberts, Chief Executive Worldwide of advertising giant Saatchi & Saatchi, replies: “Almost all the time. Often it’s not the brand that’s the problem, but the service, execution, product, delivery, or value.” Rebranding can be expensive so there... Read more continue reading

Why didn’t you get the business?

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In my role as a specialist coach to Financial Advisers I get the privilege of speaking to your clients and finding out what they like and what they don’t like; why they choose you and why they don’t and I’d like to share some feedback with you, perhaps you can learn from the mistakes of... Read more continue reading

Postcard from the US

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The lead into the FPA conference in San Antonio is the Major Firms Symposium and I find it an invaluable interaction to be able to spend a couple of days with executives from most of the leading financial planning groups in US. A couple of points from the first days of the Symposium are set out... Read more continue reading

Will you marry me?

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I have no idea what the actual statistics would be, but I am willing to wager that the success rate of popping the question “will you marry me?” onto a prospective partner who you have not yet dated is probably pretty low. If you’ve dated for a bit, the odds get a bit better, though... Read more continue reading

Strong alliances bring more clients

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Financial planners need to work at building and maintaining alliance partnerships, but those that work are a great source of new business.          Client referrals from an alliance partner (also known in the business as a “centre of influence”) can be an excellent source of new business for financial planners. In theory, it provides client acquisition... Read more continue reading

Zurich infographic shows real picture on Australian advisers and social media

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Zurich’s Australian Life and Investments business (Zurich) has tapped into the exploding popularity of infographics, using this technique to depict findings from its extensive research into financial adviser usage of social media and new technology. In announcing the launch of the infographic, Zurich’s General Manager Retail Life and Investments, Mr Philip Kewin, said “Infographics are... Read more continue reading

Business operations the missing link in many advice practices says Encore

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Efficient, scalable business operations are the missing link in many financial advice practices because the area is often deemed too hard to fix and not “sexy”, according to Graham Peatey, general manager of practice management consultancy The Encore Group, a subsidiary of van Eyk. Mr Peatey said many advice practices believed they were ready to... Read more continue reading