advice process

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.…

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…

There is a first sale that advisers have to make, before they make the sale they want to make. The first sale that has to be made is YOU. Advisers often tell me they are…