Understanding the client buying journey will get you more of them

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The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly  frustrating affair for all parties.  It is less frustrating if we understand what is actually going on and allow the time required for our […]

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The 9 building blocks of a business which will stand the test of time

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When it comes to building something to last the ancient civilisations can teach us a thing or two.  Anybody who has had the privilege of seeing the Great Pyramids up close will recall how perfectly symmetrical and “in balance” they are from a distance as you approach them.  When you are right there at the […]

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Why don’t you roll the dice and ask for referrals anyway?

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On some things you just have to roll the dice and take your chances in life.  Asking someone for a date….getting on a plane…or asking for referrals. It doesn’t always work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” (Wayne Gretzky) Depending on […]

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Not all consumers make good advice clients

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Everyone is after the good advice clients it seems…or are they? Robo-advisers, direct marketing, 24/7 online transaction facilities, product kiosks and over the counter solutions to shoppers at supermarkets…these are all “financial advice” choices for consumers today.  (For “Financial Advice” read “anything associated with a financial services product or service which may or may not […]

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How to create a MORE effective client report

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The typical financial planning report or statement of advice produced for clients is ineffective. Being effective means getting the key points across as quickly and as simply as possible, so that the reader understands them, and is then able to make decisions relatively quickly and easily.  It will engage, motivate and rapidly lead to positive action. […]

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If it’s too expensive then there is a value gap

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If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU haven’t done your job… there is a gap between the value being delivered and value being perceived by the client.  A value gap is deadly when it […]

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Which would you rather be: a brilliant technician, and bored, or the orchestrator running the show?

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Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously. And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional. Virtually no emphasis upon developing skills, and almost no […]

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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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Good? Fast? or Cheap? What sort of advice is it going to be?

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A few years ago a university in New Zealand conducted a study to find out where consumers were turning to for financial advice. At the time they found that the number one source of financial advice for most respondents was “newspapers and media”. For 29% of the population that was their “go to” source for […]

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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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