Advisers frequently settle for being average, and it is definitely not because they want to be average, but because they don’t really know what it takes to elevate their performance exponentially. They often ask how one professional can be so much more successful than they are and assume that there is some magic at work. […]
continue readingThe most challenging area of financial advice which is subject to perpetual testing is the question of “suitability”. WHY was a particular piece of advice appropriate for a particular client? What factors were considered, or even discarded, that led to a particular recommendation as being the right advice? It is an area that holds the […]
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28
Nov
2018
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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25
Oct
2018
Let’s face it: our products are complicated as far as clients and prospects are concerned. The funny thing is, nearly all of the products we buy are pretty complicated these days. Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations about how they work […]
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02
Oct
2018
I think that it is time to re-think what advisers think they know about their customers. Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? If you haven’t had a look at the excellent “World Insurance Report 2016” by Capgemini then you should, as it will probably make you re-think a few industry […]
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17
Aug
2018
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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03
Aug
2018
Pretty much everyone running a business hates having to come up with job descriptions for their staff. A statement which may have been correct at a moment in time to describe a role, and the role is subject to constant change … they are pretty much a waste of time as means of managing your […]
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12
Jul
2018
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 […]
continue reading
29
Jun
2018
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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18
Jun
2018
Just about every professional says they want to be growing their business….they want fresh ideas; the business satisfaction of solving new problems for new people; they want to do something NEW. When you ask whether they want new business or whether they want new clients, there is usually a delicate pause….followed by “BOTH Please“. Are you sure that’s what […]
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25
May
2018
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