Sales Tips

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…

Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on…

Advisers frequently settle for being average, and it is definitely not because they want to be average but because they don’t really know what it takes to elevate their performance exponentially. Average adviser performance can…

Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just…

An incredibly effective method of marketing for professionals is running client events, however the challenge is getting a decent return on the investment of time and money. Big events where dozens of clients can be…

The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and…

Sometimes the best thing an adviser can do is admit to themselves that their sales numbers suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The…

The words that financial advisers choose to use matter more than ever before if we want people to follow our advice given that professional advice is inevitably presented in written form at some point, resulting…