deliver value

Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has…

Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU…

If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”. When a client says “too expensive” YOU you haven’t done your job…there is a…

Apparently a fair proportion of advisers still do not believe that robo-advice will have a serious impact upon their business. It will of course, and in many respects it is helping advisers to be better…

Creating a compelling Value Proposition is difficult, but if it is achieved it becomes central to a professional’s marketing. The Value Proposition is in effect your promise to your target market: “This is what I…

Do you really know what your clients want? A classic mistake that professionals tend to repeat is assuming that their clients all want the same thing, which coincidentally is the very thing that the professional…

Many question the value of the financial planner, and there has been plenty of research in recent years to attempt to quantify that value. Quantifying value of advice is a recipe for debate, as the…

The perennial challenge in selling advice is positioning it as valuable, and we should think about it and describe it the right way: great advice is about coaching. It IS coaching. Giving advice is all…