How to generate referrals when you want them

From

Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals. Most have the problem of having to

continue reading

“3″ Is The Key For Effective Client Presentations

From

3 is the magic presentation number. It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features

continue reading

The 4 step ethics test for financial professionals

From

Some time ago I attended a Rotary club function as a guest and ‘discovered’ the best ethical test I’ve ever heard.  When I say ‘discovered’, I personally didn’t discover anything

continue reading

Can that “expert” actually walk the talk?

From

It is true: the easiest people to sell to are the people who sell. For some time I have been watching with great interest, and finding myself shaking my head in

continue reading

The 6 steps of succession planning (part 2)

From

Succession planning is about working out how to exit your business at your preferred time, in your preferred way, and hopefully at your preferred price. Doing that successfully is quite

continue reading

The 6 steps of succession planning (Part 1)

From

Unless you plan to work to the grave all practice owners need to be thinking “succession” at some point – preferably as early as possible. Succession planning is simply about

continue reading

The key to innovation: listening to customers

From

One of the most successful companies in Australian manufacturing that has been operating since 1932 provided a great business lesson on the weekend, that revealed their secret to innovation in

continue reading

The Top 20 Marketing Kitbag Essentials

From

It would be fair to say that the majority of people in professional services are not marketing specialists. Usually great technicians and specialist advisers, often great at selling and relationship

continue reading

When you should take online engagement offline

From

A frequently asked question by professionals who are relatively new to using digital marketing is “how do I take the online engagement offline into the real world?” Let’s assume for the

continue reading

A bird in the hand….is worth plenty!

From

There is an old proverb: A bird in the hand is worth two in the bush…and it would appear that this is especially true when it comes to keeping your own

continue reading