sales & marketing

Sometimes the best thing an adviser can do is admit to themselves that their sales numbers suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The…

To influence others requires softs skills rather than hard core sales skills and techniques. The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would…

The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince…

What is more effective: running a client seminar with 100 guests, or running 5 “red carpet” client events of only a dozen or so at a time? Research suggests that the best financial advisers tend…

Every lead is gold, and ideally every lead would result in conversion to a client. The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or…

Everyone wants to grow their business, and everyone is looking for new ideas to do it. But nearly everyone wants the magical original idea that nobody else has ever thought of before, that will guarantee…

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…

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…