Change is the new normal for financial advisers

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Financial Advice is not going through some changes; constant change is the new normal.  Whatever regulatory stuff you are going through now in your particular jurisdiction will not be an end to it.  It will be ongoing.  More importantly though, regulatory change is not the BIG change which will become the constant challenge. Engaging consumers and turning

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Who says you can’t teach old dogs new tricks?

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Old folk don’t take on new technology and new ideas, right? You just can’t teach them. Or is that “us”? Well that theory is getting blown away in a pandemic-like-way… There has been a continuous lament for years about the ageing of the financial advisory business and it is certainly true when you look back

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Maybe this is an opportunity: Picking a good financial adviser is harder than ever for consumers

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Choosing a good financial adviser has always been a bit of a leap of faith for consumers I guess, but picking one today is harder than ever. With the tendency to use search to screen possible contenders, and with most contenders having to use the same acronyms and titles and so on, it is difficult

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How to balance client time with practice development

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A genuine challenge for advice firms right now is balancing client time as well as do all the work necessary to lift standards and improve business systems.  There are after all only so many hours in a day, but then there are deadlines for when new standards and rules have to be met if one

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Are you a GOOD Adviser?

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Another week and another bad adviser horror story in the local press…yet, another week and thousands more consumers work with their good adviser privately and attract no headlines. They just make progress quietly towards their savings or investment goals, or protecting their families, or building financial safety nets, and so it goes on… On the

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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

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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

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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

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The five essential soft skills for professional advisers

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Technical knowledge will only take you so far, and sometimes (like when the world is in lockdown and there are no rational markets) it won’t take you anywhere at all. There are times when what you know just doesn’t matter.  Knowing how to deal with people is all that matters sometimes.  They are the two

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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

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