12 Reasons clients maintain an ongoing relationship with Financial Advisers

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In one of my previous articles, I talked about what clients value about a financial adviser. It was evidence-based meaning it was taken from the research I have conducted for many years with clients of financial advisers. In this article, I’d like to share why clients maintain an ongoing relationship with a financial adviser, again, […]

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This is what clients value about a financial advice business

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Do you truly know what your clients value about your business? If you’ve never asked them, how can you possibly know the truth? Through the work that I do, I get the privilege of talking directly to clients of financial advisers all across Australia to find out what they value, why they remain a client […]

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3 reasons why you aren’t receiving more client referrals

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We all know that the ideal client is likely to be introduced to your business through someone else whether that is a family member, friend, co-worker or a trusted professional source. However, I can tell you through the research that I do; you aren’t getting all the client referrals they say they will send you. […]

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Why do people trust a financial adviser?

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The word trust, according to the dictionary means ‘reliance on the integrity, strength, ability, surety, etc., of a person or thing; confidence.’ Which I believe we would all agree on. But why is it that people trust some financial advisers and perhaps not others? Is it qualifications? Is it because they are part of a particular […]

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How to attract more affluent clients

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Many Advisers I talk to wish to attract more of the affluent client, the perception being that they can afford advice and are experienced in paying for it. That said, the more affluent the client the more significant the fee, the more likely perceived expert status will play in the buying decision. As the advice […]

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Why trust should be your number one marketing focus right now

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The other day I was part of a meeting with several others. We were discussing the recent media attention about the industry and specifically about the Commonwealth Bank Financial Planning business; the negative press that the industry as a whole was receiving and the implied lack of growth. There was a great deal of doom […]

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Professional Adviser focus is firmly on client services and not FoFA in 2014

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A recent survey of professional advisers has revealed that their main focus is on delivering value and services to their clients rather than waiting for FoFA to be finalised. The survey was conducted by the Advice Leaders Forum (ALF), started by a group of industry stalwarts seeking to better understand industry trends and to share […]

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8 Step Client Satisfaction Checklist

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Many Advisers have recently asked me about the topic of client surveys, “How do we?” “Should we?” and so forth. As a passionate believer in client surveys, I was more than keen to put some proven tips on paper (so to speak!). Mistakes I find many Advisers using are not planning beforehand and then, afterwards […]

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How to connect and communicate with clients?

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Typically when financial advisers talk to their clients, they talk in numbers and statistics, have pie charts, numerous PowerPoint slides and talk in industry jargon all very rational and left brain focused. Left brained focused people are those that constantly seek more information making it very hard for them to make a decision. 80% of […]

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Free Webinar: What Does A Quality Advice Business Look Like in 2013?

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This question as well as others will be answered by a leading panel of industry thought leaders; Jim Stackpool, Rachel Staggs, Bob Neill and Colin Williams during a live webinar on February 11. You are invited to join them, at no cost, and learn what you can do in your business this year. During this […]

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