Sales & Marketing for Professional Services

It takes a lot of work to make complex advice simple and succinct, and nowhere is this more apparent than in the creation of a financial plan or Statements of Advice. Those 40 page plans,…

Here’s a simple strategy for getting paid fairly for the advice you give….and I mean getting paid for ALL the advice you give…every step of the way. There are broadly three possible parts to any…

When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the…

How much do you really think a good client is really worth to you? Most financial advisers will easily work through the basic formula of the average fee/sale per client multiplied by the number of…

Here’s a simple thing to do if you want to have more clients engage you: Get enthusiastic about it. Professional advisers have become dreadfully serious people with the focus on process and technical knowledge. Not…

The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because…

Becoming an authority is the thing that almost certainly guarantees you will continue to get enough business to have a decent livelihood, if not an outstandingly successful career. It is one of the key principles…

When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional…