Sales & Selling

“Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone…

I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients. YOUR need will a sale. Sometimes, perhaps too many times,…

When all else fails and you are at a loss to market yourself effectively the easiest marketing path is to sell “convenience”. One thing you can count on is that there will be a significant…

If we can make more effective advice recommendations we increase comprehension and engagement and shorten the implementation timeframe. That’s good for everyone involved in the process. More people will follow our advice, we help more…

Managing time is not a productivity tip. Time ticks on regardless and you can’t “manage” it. What you can do is prioritise how you use it. So here’s the top productivity tip: To handle a…

We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the…

Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust…

There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address. WE have to try and eliminate or negate all…