Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.
These are the highlights from the week that you should stop and read, as they are the best I’ve seen.
There is so much good information for professional services made available each week, much of which I share, that it is very easy to forget to pause and reflect. Each week I select the best handful and give them Tony’s BIG Ticks as being the ones that made me pause and reflect, or think further. They are sometimes thought-provoking, perhaps insightful, maybe a great sales or marketing idea or sometimes just incredibly topical.
A fabulous article which leads off with the compelling question and then explores the resources required versus the results obtained…and then makes some very useful suggestions as to where adviser effort might be better placed and create greater value…
Not just for the new advisory firm at all, as this article provides good foundation tips for any advisory firm wanting to make sure its marketing system is going to be effective…
“It’s a new era, and outside sales teams face a wide array of challenges ranging from the prospecting stage to closing. Even after outside sales challenges like working on a team, maintaining productivity, or finding the right clients, sales teams must to be able to effectively negotiate for business. They also must understand the intrinsic motivations of the buyers’ decisions.
The problem is, instead of addressing the root of the problem, sometimes sales managers only have the time or resources to fix the symptoms…”
The incentives in the industry inevitably create conflicts. We all know it and one wonders why it took a Royal Commission to “uncover it” so the point is well made in this article that it is time to put a spotlight on some of the incentives in the industry – and not just with advisers …
“Toss these six marketing buzzwords in the never-to-be-used jargon dumpster…”