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Practical insights to help run a better advice business.

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...

Mission Part 2: It's About Them

  In the last blog, I wrote about making your mission not about you. Part 2 is about what to do instead. The Five People You Meet In Heaven is a powerful book.  ...

Mission Part 1: It's Not About You

If this reads like a dig at AMP specifically, that's not my primary intention.   It's just a good example of how badly off-the-mark a business mission can fire. ...

I Find This Question Hard...

Of all the questions I find hardest to answer clearly, "What do I want?" ranks up there. I mean, I can tell you where I'd like to go on holiday next, or the revenue target...

I Got Lost Bushwalking And Almost Bitten By A Snake

   In mid-2019, I took off out of the city for three days in isolation. I chose the Hawkesbury River region, north of Sydney. A small, off-grid cabin with a...

The Two Hats We Want To Wear

Recently, whilst looking through some old coaching material, I came across a statement that leapt out at me.   "The number one reason that most business people do not...

Why now is THE best time to revisit existing business plans

  In Japan it runs from September to August. India is April to March. Most countries align with January to December. Australian and New Zealand run July to June. In...

How To Start The Year Strong

Imagine you're running a race.   It's a long-distance race, one that will test you on many levels. You don't have to be physically fit to run in (though it will help),...

COVID and the rise of two adviser mindsets

I was asked a question recently whilst giving a short interview for FPA Money & Life on the impact of COVID on advisers. I think it's impossible to look at the impact...

Why We All Need To Step Away This Xmas

This is possibly the most important message I want to share via the blog this year. It's been a long, long damn year. I've had times this year I've felt drained, empty, out...

Nailing Goal Conversations

"Goals conversations" should be easy... and this blog I'm hoping I'm about to make it really easy. Some time ago, a family member of mine went to see an adviser,...

The "Can We Make The Invoice Out To......" Conundrum

This may not be popular with some of you, but I'm okay with that. The only person paying to improve your business is you, and every time I hear of an adviser looking to his...

The Art and Science of Making Great Decisions

  When do you make your best decisions?   If you're like most people I know, it's probably when you're not under pressure, or when things aren't too...

The Missing Link: Why every advice firm needs a lead magnet

  Imagine for a minute that 98% of people who visit your website aren't ready to book an appointment with you. As far as the data goes, I might even suggest that...

The 3 Roles

There are three roles a practice needs to cover to grow and become efficient, and profitable. This Friday, I'm going to be sitting down with Angela Laughlin of BBB Partners...

The Time Lie

This conundrum was introduced to me by a coach whose identity I, unfortunately, can't recall. If you know who it is, let me know so I can attribute. "Time is...

Black Book Content Marketing

Earlier this year, whilst researching a session, I came across an article in IFA that nearly made me fall off my chair. (That's not true. My bum never even looked like...

How one bad hire cost $250k

In 2012, one of my clients hired poorly and it cost them $250k. That's not an exaggeration either.  When he and I sat down to work it out, we itemised all the...

How pre-meeting questionnaires may be costing you clients

I want to share a quick personal experience, and why I think it's hugely relevant to any of you playing in the digital marketing space. Last week, I popped out at...
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