Financial Advice

As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker…

Professional financial advisers know way too much to be used in any given client meeting or engagement. Yet too many think that how much you know is what matters. One of the great skills of…

Is it time for financial advisers to re-think what they think they know about clients? People won’t pay for advice, right? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I…

The question of whether client contact frequency makes a discernible difference to the strength of the adviser-client relationship, or enhances the perceived value of the adviser to the client, is one which is still debated…

It has been proven repeatedly that providing a guarantee in your fees for prospective clients certainly helps them decide to engage – and it is not a difficult thing to do, even though “guarantee” is…

Professional advisers have never been under more time pressure than they are today, and of all the things they could be investing time in the one which is easiest to defer is investing time in…

“Scope Creep” is the killer for the Holy Grail of professional services business models: fixed fee advice. That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and…