20-point checklist for seminar selling

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Many advisers feel that seminars are so last-year as a method of prospecting for new clients, and yet, so many advisers continue to do fantastically well with them. As with most things in sales and marketing of professional services you can take a short-cut to success by learning the lessons of others – and then […]

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What do buyers of financial practices look for?

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Recently I discussed the irony of many financial advisers not understanding how to get a better return on what is often their biggest investment – their practice. We highlighted areas where advisers can grow the value of their business – and get that better return they dream of when selling. If you were buying a […]

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No seriously, it’s not you–it’s me!

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Welcome to the latest CPD article from Ray Griffin in which he explores what for some is the most difficult thing to do in professional practice – to ‘let a client go’. Ray helps you realise when it’s not working between you and a client and then guides you through the letting go, with a […]

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Creating a win-win is the key to successful networking

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The key to successful professional networking is as simple as creating a win-win…everyone know that. Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful at creating long-term professional networking circles that continually deliver the right type of prospects though. Why? Generally because they don’t […]

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Postcard from the US

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The lead into the FPA conference in San Antonio is the Major Firms Symposium and I find it an invaluable interaction to be able to spend a couple of days with executives from most of the leading financial planning groups in US. A couple of points from the first days of the Symposium are set out […]

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It’s not about you…it’s about the value

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Financial advisers often struggle to create a value proposition that accurately expresses how they work differently, or what makes them special compared to others. It isn’t that they don’t have points of difference, or that they struggle to put ideas into words…generally they are very good at both. Each adviser has a unique way of […]

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Swotting up

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Welcome to the second in our AdviserVoice mini-series of CPD sessions that are designed to get you straight to the heart of key business management issues with learning outcomes in a timely manner. In this edition, Ray discusses the benefits and ‘how to’ of conducting a SWOT analysis on your business (or your planned business) as […]

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Behavioural profiling & business vision

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Welcome to a new 6 edition Mini-Series of CPD available only on AdviserVoice which addresses issues that confront financial planning businesses large and small each and every day. In the first in the series, former financial planning business owner Ray Griffin, who built and sold a successful advice  business, discusses some of the more fundamental […]

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Are you playing Russian Roulette with your financial advice business?

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If you live in a so-called ‘advanced’ western economy, one word you’re going to hear a lot more of over the next decade or so is tax.  And you can be reasonably sure that when the word tax is used it will not be followed by the word ‘cuts’.  Short and sweet – too many […]

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The Ten Commandments of Practice Management

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Improving the processes in your practice is one of those things most financial planners need to do, but usually they put it on the back burner so they can get higher priority tasks done.  Like meeting new clients and reviewing existing clients. But at some stage it will be worthwhile taking the time to improve […]

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