advice delivery

“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…

Delivering the right advice consists of getting 2 things right: delivering advice that will work for the client, and delivering it in a manner which will result in the client taking action upon the advice.…

Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients…

When it comes to providing advice in writing to a client there is undoubtedly unnecessary complexity usually. In fact the proverbial “Statement Of Advice” has become anything but a “statement”. It generally takes the form…

Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU…

Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship. Most of us find ourselves occasionally dealing with a client who…

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…