advice value

“Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone…

Is it time for financial advisers to re-think what they think they know about clients? People won’t pay for advice, right? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I…

In the continual search for differentiation strategies and creating a strong sense of “value received” by clients one of the ways to think about how to stand out is to consider where you choose to…

It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”. What is a personal service is not necessarily the same as a personalised service, and what is…

Your marketing objective is simple: Help ideal clients choose you. The most important word in that sentence was “help“, and that is very different to “convince“, which is the typical marketing approach. A great marketing…

“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…

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…