express your value

If you want ideal prospects to choose you over any number of other highly qualified professional advisers then you must have the ability to succinctly articulate what makes working with you special. Why should they…

Advice should, almost by definition, be “practical”. Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of…

One great way to differentiate is to innovate. You do not HAVE to innovate to differentiate of course, but innovation definitely leads to differentiation. There is a perception that in order to innovate one must…

To become invaluable, emulate “the Private Bankers” when it comes to combatting the multiple pressure points of rising consumer expectations, technology-driven and cost-focussed solutions, and the trend for “self management” in all things by clients.…

You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than you realise.…

Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial…

In the struggle for professionals to define a value proposition asking “What problems do we solve?” is probably the best place to begin. It is a simple question for sure, but it cuts to the…

“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…