How to find your Niche

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Knowing and working exclusively in your niche is nirvana for most professionals. Your niche is that absolute sweet spot where what you are fabulous at overlaps with what you love doing, and it is

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Why settle for average?

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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

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The art of giving suitable advice

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The 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?

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Three questions you must answer to define your Uniqueness

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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

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Complicated products have owners manuals, why don’t ours?

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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

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Re-think what you THINK you know about your customers

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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

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The 3 barriers to adviser business success (and one can be deadly)

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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

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Are you AND your people clear about what YOU want?

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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

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3 questions you must answer to define your Uniqueness

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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

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What you need to know if you’re going to buy to grow

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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

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