value proposition example

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…

When it comes to getting people buying your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“. There is a big difference between “dumbing it…

I 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…

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…

There is one simple thing that advisers should do to improve the probability that prospects will engage you: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope…

The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might seem free in terms of there being no invoice or obvious price tag, but that doesn’t mean it…

It seems pretty much everyone has financial worries. “Investors spend 475 hours a year worrying about money” apparently. Well I bet the people who don’t have enough to be considered “investors” spend a heck of…