The biggest personal productivity killer for Advisers

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Everyone would like to have better business results for less work, and have more time away from the business.  Personal productivity – or business efficiency if you prefer – matters,

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The 4-step ethical test for financial professionals

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I attended a Rotary function as a guest and ‘discovered’ the best ethical test I’ve ever heard. When I say ‘discovered’, I personally didn’t discover anything at all…but I was

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Why settle for average Adviser performance when you could be outstanding?

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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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High growth advisory firms do marketing differently

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High growth advisory firms do many things differently, but in marketing they tend to do something very different to the norm. We can’t ignore that it takes many differences to

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Word of Mouth marketing is still where it is at!

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Word of mouth marketing is more important than ever despite the value of digital and social media.  Digital and social are immensely valuable in creating an audience and engaging with

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When clients say “too expensive” 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 you haven’t

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How to work out who to keep on your team

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One of the toughest areas of practice management is building your team and keeping the team “right for you”.  So it is best to begin with an unpalatable truth… It

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What do Life Insurance customers want?

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One of the questions that continually vexes professionals is “what do customers want?“ In the life insurance area of financial services the answer is even tougher to find than usual,

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Professional credibility and the “Trust me…I am experienced” line

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How many times do we hear a professional claiming that a client should trust them and deal with them because they have X number of years experience?  Does this “years

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The 6 P’s of sustained peak performance

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How to stay on top of your game, get the results that you want in business, and maintain peak performance… it all comes down to having a system, or a

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