Professional Services

Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest. I am talking about their self-interest in the context of helping them keep their…

Here is a question we should ask when contemplating taking on new clients: “I can coach, but are You Coachable?” It’s a tough question perhaps. It is certainly a confronting question at the very least.…

It isn’t terribly unusual to find advisers taking on staff and being disappointed reasonably quickly, as the staff fail to deliver quite what the adviser expected or was hoping for…. So why do your people…

True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven. We need to learn from those professions where the outcome of a…

Succession planning is a major issue with an ageing adviser force, many of whom are wondering how to get their decades of accumulated equity out for their own retirement in the next 10 years. The…

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…

It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”. What is a personal service is not necessarily the same as a personalised service, and what 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…