Great returns come from investing time in your people

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Professional advisers have never been under more time pressure than they are today, and of all the things they could be investing time in the one which is easiest to

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The rise of the e-Adviser

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There appears to be plenty of research from larger markets such as the USA to suggest there is a new type of financial adviser out there, dubbed the “e-Adviser”, who

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Get more business by unbundling planning

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Planning is often HUGE to a client, and that is itself a barrier to engagement. Unbundling the planning process can create higher numbers of prospects and clients engaging with you,

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The customer is NOT king

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The mantra of “customer is king” is rubbish.  And I keep hearing it from professionals as if it were a commandment which, if breached, will send you straight to hell.

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This 1 thing could lose you more than 50% of your clients

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For just about any practitioner to lose 56% of their clients in a year would be a disaster.  It is enough to jeopardise a practice entirely of course, but even

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Big wins come from being decisive

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Paralysis from analysis is an achilles heel of professional services it seems, and there is a general need for leaders to be more decisive if they want big wins in

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How to reach the “common client”

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I reckon our household is pretty common really. We are probably what could be called a pretty “common client”. It’s a pretty common target market for most professional services, and

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How “personal” should your personal service be?

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It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”.  What is a personal service is not necessarily the same as a

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Cold calling just ain’t social

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“Advisers are finding success using social sites to cull prospects, build their brand, communicate with clients and improve their referral network” according to a recent article by Liz Skinner. Apparently

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How to begin creating a Value Proposition

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Creating a value proposition that truly differentiates a professional and resonates with the target market audience is one of the hardest things to create, and one of the most important.

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