How do you know your financial advice is suitable?

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Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly difficult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny is a client

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Are you offering advice clients fast food or fine dining?

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Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience.  Both do the job, albeit in different ways.  But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there is no clarity on

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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 mans 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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Client complaints: fight it, or just fix It?

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Client complaints are a fact of life.  It is virtually impossible to run a service business where everyone is happy 100% of the time, as human beings are involved and they are unpredictable creatures with ever-shifting expectations. The art of good client complaint handling is knowing when to fight and when to just fix it.

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The difference that clear strategy makes in a practice

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Having a clear strategy is probably the most misunderstood concept in professional services. The business often has a Vision. A clear picture of what it wants to look like, and what success means to the owners. The business often is excellent at Operational Planning. Perhaps because we are trained as planners there is a tendency

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How to get buy-in from clients to full advice

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Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with.  Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills can make a

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Understanding the client buying journey will get you more of them

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The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly  frustrating affair for all parties.  It is less frustrating if we understand what is actually going on and allow the time required for our

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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 close will recall how perfectly symmetrical and “in balance” they are from a distance as you approach them.  When you are right there at the

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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 work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” (Wayne Gretzky) Depending on

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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 all “financial advice” choices for consumers today.  (For “Financial Advice” read “anything associated with a financial services product or service which may or may not

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