Who is paying who?

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Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions and conflicts of interest increases in financial services. That’s a great thing for professional advisers.  It is however a question that many struggle to answer adequately when commission on products is part of their remuneration

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Client focus or compliance focus?

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I support a compliance focus 100% ….but I support a client focus 100% too. All too often it is impossible to achieve 100% for both simultaneously though. Where does a professional compromise? Or does one not compromise? I think this picture captures the challenge of delivering compliant “best practice” advice whilst also  attempting to deliver

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Selling “change” in your practice is a process

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In times of great change, as we are currently facing, there is a prevailing thought amongst most business owners or managers that they are responsible for making the necessary internal changes to deal with all those external changes.  Apart from the risk to the sanity and health of anyone running a practice in trying to

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Do you actually have a Strategy?

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I get it: coming up with a competitive strategy can be hard. But it is even harder if you don’t know what “strategy” is to begin with. And if you don’t what strategy is and haven’t deliberately decided what yours is, then you are destined to bob along in the general stream of market developments

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The powerful marketing tool that you use every day, but hardly use for marketing. But should!

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The most powerful marketing tool most professionals have is the one they use hundreds of times each day, but which they usually do not do any marketing with: email. Love it or loathe it, we all use it.  It is not going away anytime soon, and it is not about to be replaced just yet.  In

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The next strategic evolution for advice firms

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There’s a classic cartoon that shows the way forward for advice firms when it comes to how they must evolve.  It is called “The evolution of an entrepreneur” and even though it is aimed at those starting out, it captures where the advice industry has come from and where it currently sits for the majority.

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The danger of a knee-jerk reaction to regulatory reform

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The hot issue for many advisers right now is what they need to do to adjust for incoming regulatory reform…again…and the focus is almost always upon the short term.  Knee-jerk reactions become the norm as advisers grapple with the burning questions, such as: What process do I have to change?   What course do I

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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 defer is investing that time in their people. Everything is else is more pressing and demanding than a practice leaders own people most of the

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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 is winning way more business than other advisers are. An e-Adviser is not a robo-adviser either….thought I would just get that one out of the

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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, and lead to higher plan fees.  That’s a surefire recipe for greater revenue levels for a practice. When we try to engage a client in

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