sales strategy

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…

Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions and conflicts of interest in financial services. For many…

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…

“Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell”…

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…

When it comes to practice development the owner must consider 3 general areas which drive the growth and value of the business, and each of those has some sub-sections. The 3 areas to consider are:…

Challenging times test whether we are truly delivering value, and whether we have a good value creation model for the advisory firm. Is the practice focussed upon the areas where it can improve in its…

Just one question should be dominating practitioners minds at this stage of the year: How will this year be better? HOW is the critical word here. Advisers are usually great at setting goals and targets.…