professional advice process

The mantra of “customer is king” is rubbish. The customer is not always right, and the customer is definitely not the stakeholder who provides permission to practice. Yet we keep hearing that the customer is…

There is a first sale that advisers have to make, before they make the sale they want to make. The first sale that has to be made is YOU. Advisers often tell me they are…

Maintaining consistent production of new revenue isn’t quite a formula – it’s a process thankfully. The process for continual positive performance is actually relatively straightforward and anybody can understand it and anybody can use it…

We need prospects to open up if we are to to do our jobs well and help them as much as possible. That takes a bit more thought and skill than merely flicking between open…

I am a professional. I am a salesman. These two things are not contradictory. We all sell stuff. It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and…

For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents. Process cures problems. Process…

What constitutes “Best Practice” advice process is a constant work in progress, but it does not develop as rapidly as either technology or client expectations do. In fact, there is a distinct probability that the…

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…