value of adviser
How “personal” should your personal service be?
April 17, 2026It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”. What is a personal service is not necessarily the same as a personalised service, and what is…
The 4 Key Levers That Create Great Capital Value For An Advisory Firm
February 17, 2026Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial…
The first sale you have to make…
September 26, 2025There is a first sale that advisers have to make, before they make the sale they want to make. The first sale that has to be made is YOU. Advisers often tell me they are…
Properly Valuing Financial Advice
August 29, 2025When it comes to valuing your advice to clients what is a “fair” rate or price? $100 per hour seems pretty cheap for any professional – plumbers cost more than that, right? But what about…
Making the move from Product Rep to a valued Financial Adviser
February 21, 2025Being a valued financial adviser is the goal, right? Well it is difficult to considered yourself “valued” if you don’t place a value upon your own expertise or worth to the client. It is even…
Here is how to explain, and show, your value to a client in 30 seconds
October 8, 2024I am a massive fan of using simple diagrams to explain technical ideas, but they are also a fabulous way of articulating concepts that people struggle to grasp. One of my favourites is a very…
When clients say “too expensive” there is a value gap
February 6, 2023If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”. When a client says “too expensive” YOU you haven’t done your job…there is a…