value adding

Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has…

Many question the value of the financial planner, and there has been plenty of research in recent years to attempt to quantify that value. Quantifying value of advice is a recipe for debate, as the…

The perennial challenge in selling advice is positioning it as valuable, and we should think about it and describe it the right way: great advice is about coaching. It IS coaching. Giving advice is all…