What’s In My Travel Bag? Equipment For The Mobile Professional
What's In My Travel Bag? Equipment For The Mobile Professional.
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Are You Being Definitive Enough With The Language You Use?
Mastering Client Engagement in the business of Advice isn’t about having all the answers or being able to predict the future but it does mean being definitive with the language you use. My suggestion is for you to record your client meetings and actually listen to the language you are using with a critical approach.... [Keep reading]
Interventional Conversations – Become A Master Adviser & Coach
I don’t believe that Advisers & Coaches are having enough interventional conversations with their clients! If you want to be a Great Adviser then your job is to go places that are uncomfortable. So many of the Advisers that I mentor are approaching their clients with the proverbial ‘kid gloves’. They don’t want to offend... [Keep reading]
Unregulated Advice – Where Does It Fit For Financial Advisors?
The truth is that most of the value that Financial Advisers can deliver to their clients does not require an Advice Document or a License to give Advice. It’s also true that every Adviser I have ever sat down with has large gaps in how they are articulating the value of the intangible value that... [Keep reading]
Should Employed Advisers Be Given Revenue Targets?
There is a huge misconception among firm owners and in the Professional Services ecosystem that all Advisers are all Advisers. What I mean by that is that all Advisers are created equal and are equally gifted in all areas of the Advice. That is that Advisers should be great at technical, servicing clients, managing compliance,... [Keep reading]
An Advisors Real Role Is To Ask Questions
I’m going even deeper in this video on what I believe is the role of Advisers. I have used this principle to help coach a lot of Advisers through some of the most crippling limited thinking that plagues the profitability and scaling of Advice firms. An Advisers role is FIRST to help clients to have... [Keep reading]
Are You Being Explicit Enough With Your Expectations of Clients?
Our research shows us that this is one of the #Top50 ways that Advisers are screwing up their client engagement. How can you ever truly communicate your value or help your clients to get the most value from you and your relationship with them if you are not unapologetically direct with them about your expectations... [Keep reading]
The REAL Reasons Your Clients Do/Don’t Refer!
So, I'll admit it... I'm an Advice nerd, and one of my obsessions over the last 24 years has been figuring out the true mechanics of client referrals. Despite what popular folk lore suggests, asking for referrals is almost universally NOT something that the most referred Advisers actually do. Having surveyed thousands of Advisers and... [Keep reading]