best practice advice

Professional financial advisers know way too much to be used in any given client meeting or engagement. Yet too many think that how much you know is what matters. One of the great skills of…

True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven. We need to learn from those professions where the outcome of a…

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…

I support a compliance focus 100% ….but I support a client focus 100% too. All too often it is impossible to achieve 100% for both simultaneously though. Where does a professional compromise? Or does one…

It has been proven repeatedly that providing a guarantee in your fees for prospective clients certainly helps them decide to engage – and it is not a difficult thing to do, even though “guarantee” is…

“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.…

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…