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Practical insights to help run a better advice business.

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Outdated Beliefs About Service Models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...

Authentic or valuable?

    There's a course you can buy on Udemy called "How to be Authentic in your Marketing".   It may sound like a Yes Minister episode, but it's real.   ...

Why I approach referrals as research

    I hate asking for referrals.   Maybe it's because every time the idea pops up, a hundred stories of "hard sell" tactics well up in the back of my mind. ...

Which Marketing Metrics?

    John Wanamaker is most famously attributed with the quote: “Half the money I spend on marketing is wasted; the trouble is I don’t know which...

5 Reasons Marketing Advice Isn't Like Selling Widgets

    I'm kicking off our second Fast Track program of the year, this month on Practice Marketing, but before I do I wanted to share one thing before we start. ...

The Only 3 Funnels Advisers Should Focus On

  My son Nate used to play this game with puzzles when he was younger. It went like this: Open puzzle. Tip puzzle on the ground. Laugh and insist you put it together....

How to Market Water To A Horse?

  If we're keeping it super, super, "10-Year Old Running Away From Home" simple, there are only two things to focus on to nail practice marketing. Your value...

The Key to Marketing Advice?

  I'm in the middle of reading The Art of Conformity by Chris Guillebeau, and I'm loving it. It's full of all sorts of amazing insights, and I wanted to share one that...

Fishing with a spanner?

    Every day a newsletter comes through into my inbox.   It's one of those industry news ones, with headlines such as:   "Corporation to acquire other...

App Review: Endorsal

    Getting testimonials for your website shouldn't be optional. It's essential.   Testimonials work because they aren't sales pitches. If selected...

And then Matt asked me what the "throw" was...

    I was lucky enough to get to attend the recent Seth Godin Q&A run by MLC, courtesy of a client of mine (thanks Matt!) who was kind enough to invite me. ...

How I Saved $15k With A Whiteboard Marker

    "$15,000", said my client, "That was the quote".   She was talking about the cost of getting someone in to create a marketing plan for her business. ...

Careful What You Wish For!

    When I was a kid, every now and again my Mum and I would go back to Dublin.   I remember those trips more intensely than many others from my early...
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