Socialise with key clients and get more business

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We know intuitively that when we socialise with key clients it builds trust and ultimately we get more business. More conversations create more opportunities, right? What we don’t know though is how much more business it leads to…so we often wonder how much more we should socialise with key clients, right? I came across some

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Re-think what you think you know about clients

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Is it time for financial advisers to re-think what they think they know about clients? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I know from personal experience – both as an adviser and a coach working with advisers – that clients WILL pay for advice.  But much of what

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The myth of independent advice

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The search for ‘independent’ advice is rather like the Quest for the Holy Grail. It doesn’t exist. The search is fruitless and doomed because there is no Holy Grail. Independent advice simply does not exist. The argument for those wanting to say they are independent (or being allowed to by regulators) essentially rests upon the

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How to deliver the ‘right advice’ in the ‘right’ way

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Delivering the right advice consists of getting 2 things right: i) delivering advice that will work for the client, and ii) delivering it in a manner which will result in the client taking action upon the advice. Getting both of those right is no simple thing. The first of them is relatively straightforward (although not

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How does culture create lasting success?

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If you doubt that culture can create lasting success, then consider this: Imagine a sports team (or club if you prefer) that competed continuously for well over 100 years and during that time had a winning record against all comers of over 83%? The best that every nation on earth can throw at you year

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Build capacity with virtual assistance

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Increasing professional service capacity is a challenge… do you wait until the decrease in service levels is costing you business? Or do you spend money you haven’t made yet to provide service which is not required by the extra clients you don’t have yet? As a financial planner, what extra roles do you assume when

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Get clients saving more with the 10/30/60 Rule

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One of the biggest issues for advisers is to get clients saving more.  Getting them to do now what will be good for later means deferring instant gratification and the constant  “we wants”, even in countries where compulsory or incentivised retirement savings schemes exist. A fascinating piece of work for any advisers working with retirement

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Replacing insurance: Right? Or always wrong?

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Replacing insurance – or “Churning” as it is often called –  is a topic guaranteed to generated heated debate within the industry. At one extreme there are advisers whose entire business seems to exist by churning anything and everything that they can get their hands on…regardless of consequences to the consumer.  At the other extreme

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Robo-Advice? It is GREAT for an adviser business…

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The first sale you have to make…How to get your prospects attention…and keep it. Robo-advice is great for all of us in the advice arena, because WE learn more about consumers appetites for advice and product and WE learn more about their behaviour.  That helps us deliver better services of higher value.  It is one

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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 man’s vision: “I have a dream….”? His vision of how the world could be. Should be. Would be. One day. But what was

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