advice process

“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…

The mantra of “customer is king” is rubbish. The customer is not always right, and the customer is definitely not the stakeholder who provides permission to practice. Yet we keep hearing that the customer is…

There was a time when converting 10% of your prospects was the path to career success as a financial adviser. Hard to believe perhaps, but true. Everyone starting in a sales role was told to…

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…