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.
Brilliant work here distributed via Michael Kitces. Just read it.
The issue of conflicted remuneration for advisers is firmly centre stage in Australasia right now, and unless it is resolved to all stakeholders satisfaction there is zero chance of the industry being recognised as a profession, so best we get on with fixing it huh?
“The new normal means that you will have to be more cognisant of a growing list of regulations and compliance requirements that eat into your time and profitably. You’ll also need to be able to explain how you interact with clients going forward. The publicity is spurring clients to ask advisors if they are fiduciaries, or if they are obligated to put the clients’ best interest first…..”
Amidst the analysis of how the Australian institutions have allowed some of the behaviours to occur which have been exposed through the Royal Commission in recent weeks and left the industry reeling there has been little on the “human element” – why do organisations end up allowing poor outcomes when many of the people inside those organisations are fundamentally good people?
This superb article provides some explanation of how even good people can allow poor decisions to occur and then go unchecked…
“If you really want to grow your business, get introductions, and have long-term, profitable relationships, you need to follow the 80/20 principle—clients or prospects talk 80 percent of the time and you talk 20 percent of the time—especially in initial client discovery meetings. To get people talking about themselves, you need to ask the right questions in initial and follow-up discussions with prospects and clients…”