advice process

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…

Some customers you just don't want, because not all customers are good customers for you. Even some of those who look like they are commercially viable customers you just don't want

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.…