value of advice

Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a dirty word these days, but we…

One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually…

Whether we like it or not there is always the possibility of fee resistance in delivering financial advice, and how we present our service is a large part of that problem. Price is always a…

Any time an insurance product is replaced by an adviser with an alternative one someone complains about “insurance churn” or the “twisting of policies” and the immediate inference is that something unethical just occurred. Sometimes…

There are lessons to be learned from the evolution of the modern professional practice for those who are not quite there yet. When you compare the two – the modern professional financial advisory practice, and…

For most advisers the only brand that truly matters is, or should be, their reputation. It IS their personal brand. The corporate brand, or licensees brand, or dealer group or favourite financial insititutions…they are secondary…

Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients…

Getting the frequency of newsletters or regular client communications right is a real challenge. How much is too much, and runs the risk of you being a nuisance? How much is too little, and runs…