coaching and mentoring

It’s easy to use external factrors to justify why growth doesn’t happen, but usually the reason is “internal factors”. Growing productivity – or getting financial advisers to grow themselves and their business capability – appears…

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…

Most professional development programmes for financial advisers end up being vaguely disappointing for the participants. Often the feeling is that the training is a bit too academic or theoretical and hard to implement in one’s…

An adviser told me that they wanted to be “great”…a GREAT adviser. My immediate thought was would you prefer being considered “great” to having a great business, because you might be able to have both,…

A genuine danger in practice development is promoting a competent adviser to a role which they are unable to perform well in. In any organisation there is a real risk that a person is encouraged…

When it is time to present your advice recommendation, whether that is providing quotes or product solutions or providing a strategy, are you giving the prospect a few choices…like 3 perhaps? Don’t do it. Consumers…

There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in…

Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a dirty word these days, but we…