value proposition

One of the things that is great about the Christmas holiday season is it becomes noticeable that many folk relax just a little bit more….they give others a bit more time and leeway…they become just…

Some customers you just don't want, because not all customers are good customers for you. Even some of those who look like they are commercially viable customers you just don't want

There 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…

If you are struggling to express the value of your advice for your target market there is a way to figure it out that doesn’t require you agonising over how to come up with a…

A great Centre-of-Influence keeps referring…they are not really COI’s unless they keep referring. That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of…

There is something that financial advisers are proving to be not good at doing: That is “Being There”. In this country Statistics NZ compile data from the census every few years and there is a…

Everyone has heard of the Pareto Principle by now, but are you actually using it to improve profit…or improve service….or should we saying it actually “improves service which improves profit”? It is the latter. Undoubtedly.…

“Innovation” and “delivering financial advice” do not usually go together for the majority in the industry. The way advice is delivered by tens of thousands of professionals tends to gravitate to the same methodology. There…