How many times have you been told ‘Ask for referrals’? Our research shows that despite what most gurus will tell you, asking for referrals is not actually the best way to get them. Our team has been working to code the mathematics of human behaviour as it relates to referrals within Professional Services. There are... [Keep reading]
If you truly want to build the BEST client-focused business then start by not making it client-focused. Instead, make it YOU focused. Who are you, what is the real value you want to bring to your clients, who do you choose to do it for and on what terms. This is a fundamental shift in... [Keep reading]
What is the deep value that an Adviser should be seeking to give to a prospective client in their first meeting together? After analysing hundreds of meeting recordings between Advisers and their clients I can tell you that most are either getting this wrong or not applying enough explicit intent. The true value in advice... [Keep reading]
The plain truth is that anytime is the right time to reset your fees with clients. There is always a reason to delay, there is always a better time when markets are better, when you have a scheduled review etc etc. If the story has changed i.e. you need to change your fees with clients... [Keep reading]
Most Advice & Service firms operate FAR below their optimum profitability levels. There are so many levers that you can pull within your business to make it substantially better, yet in my experience, almost all of those will fail unless you have first built the strongest foundations. Of course, the foundation of every service firm... [Keep reading]
This one is for the Financial Advisors The greatest value you bring to the table is in helping your clients find clarity about what is most important to them in their lives and to make the decisions necessary for them to get to where they want to be. If you focus on investment returns or... [Keep reading]
Our Client Engagement is never done. How we translate value to our clients is a consistently ongoing process. Accountants & Financial Advisers, in particular, seem to have a universal reluctance to change the deal with an existing client even when the status quo is negative for their business and therefore ultimately their clients. This perception blockage... [Keep reading]
What's In My Travel Bag? Equipment For The Mobile Professional.