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.
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]
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]