financial adviser value proposition

While talking to a very experienced and successful adviser I asked him what he put his phenomenal success down to. He said: “I am dependable”. As simple as that…a 40 year record of happy clients…

“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…

When all else fails and you are at a loss to market yourself effectively the easiest marketing path is to sell “convenience”. One thing you can count on is that there will be a significant…

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…

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…

A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts. Once the target market clients have been…

There was a time when converting 10% of your prospects was the path to career success as a financial adviser. Hard to believe perhaps, but true. Everyone starting in a sales role was told to…