value proposition

It 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…

Your marketing objective is simple: Help ideal clients choose you. The most important word in that sentence was “help“, and that is very different to “convince“, which is the typical marketing approach. A great marketing…

A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts. Once the target market clients have been…

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…