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

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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

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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

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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

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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

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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

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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

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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

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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

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Your FREE service is a barrier to getting the right business

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Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”. It simply isn’t true, and that in itself prevents the right sort of

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