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Practical insights to help run a better advice business.

  There are a hundred and one ways you could approach the initial appointment. Ultimately, everyone has a way that works best for them, but this is how I approach it...
  I recently ran a three-week Productivity Challenge with some of our Leveraged Advice Firm members... ....and I wanted to share a six-minute highlight reel of our...
  The first 90 days when you start working with a client is full of the opportunity to nail your experience on so many levels. It's when we want everything you do to...
  One of the things I love about business is the fact that in many ways, it's the most complex game in the world.    And if you win at this game, you don't...
   I recently discovered a way to condense some of the live sessions I'm running within the program from their full length running time of over an hour to less...
    Gall’s Law is a handy principle to know when it comes to looking for ways to optimise your advice process. The guy who first observed it, John...
  I grew up in Wales for about four years of my life, and it left a real impression on me. One concept that stuck with me is the idea of the "canary in the...
  There are a lot of great things about email and... ...there's a lot that isn't great. In truth, though the difference between the two is mostly about how YOU choose...
  I wanted to share a little about what I've learnt about audio file noting and put forward the idea that your choice of software isn't the key decision. So what...

The Workflow Trap

    Recently I shared a blog about the time-suck that email can become.   Unless it's well-managed it's something that can easily chew up 5-10 hours of time...

How practices can manage email better

    John Paul DeGoria's story is quite amazing.   The founder of Patrón launched his company in 1980, whilst a door to door salesman, and...

Half-time and how to master the run-in to December

  Five years I was invited to assist at an endurance event called Worlds Toughest Mudder.  And boy was it ever an endurance race.   The race itself...

Adding In-Person to Your Experience

    In February 2020, I ran our last ever Excelerator workshop.   Prior to this, we'd been running three each year, but that one - at Bridgeclimb Sydney...

Unlocking The 1-to-Many Game

    At the recent Better Business Summit, run by Momentum Media. I gave a presentation about what to do when you find yourself "successful-busy".   You...

Experience vs Service - what's the difference?

    In 2011, Derek Sivers shared an email he first wrote in 1998, and it became very famous.   I won't reproduce it here - just type 'Derek Sivers...

Careful what you wish for?

  There's a mantra I hear a lot of around accessibility of advice. It suggests that more Australians should have the ability to access expert advice, and the...

Three Questions About Your Service Model

    In an ideal world, service agreements would be simpler. Client + adviser + mutual agreement on how it'll work along the way. End of story. ...

Is Pricing the Ultimate Lever?

    In my little coaching book of notes, I have a secret map. It's kind of a like recipe book/ mindmap/ multiple timelines of all the projects I could...

The Evolution of Service Offers

When it comes to putting together a good service offering, there's a sweet spot. It's what I'm aiming for when I'm coaching a business, and imagine you are too. It's the...

Outdated Beliefs About Service Models

 There are a lot of things we accept in the business of advice as the way things are done when it reality... ...it's usually the way it WAS done. Take service...

Which adviser would you choose?

    Imagine you find yourself dreaming.   It's an odd dream, one of those lucid ones where you know you're dreaming but carry on regardless, like you're...

The Power of Refinement

    One of the focus concepts in my business plan for the year is "refinement".   I've adopted because of how powerfully it reminds me to make sure I'm doing...

Engaging new clients like a doctor

    A doctor doesn't worry about building rapport. They may be friendly, but they're not there to try and be a friend. A doctor doesn't have to earn your trust....

Why prepping before new client meetings may be holding you back

    Many years ago I set myself the simple goal of being able to run a coaching session at the drop of a hat.   Until then I'd spend hours preparing each...

Closing Slow

    I'm ready to close my first appointment. I can FEEL it's been good. The clients in front of me have been on an emotional rollercoaster of sorts,...

Fee Sensitivity Doesn't Exist

    One of THE best books I've ever bought on the subject of the relation between value and fees is Priceless by William Poundstone.   Over these next couple...

Why Wait?

    Back in the day, I did a lot of work in the "lifestyle financial planning" space.   Anyone who spent time around MLC will know what I'm talking about. It...

Before we meet...

    Minute-for-minute there are two mini-projects I can do with firms that generate as close to instant ROI as is possible.   The first is audio file noting...

How to trim your first appointment

    Early last year I wrote a blog sharing my experiences of running a live event at Bridgeclimb in Sydney and what it taught me about the power of client...

Put your Deck Away

    Do you enjoy prefer new clients or existing ones?   It's a question that can divide a room straight down the middle, and in truth, I don't...
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