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Practical insights to help run a better advice business.

Do you ever hesitate when sending out an email broadcast to clients? Maybe you worry that it’s an imposition, another “marketing” email in their already...
  I'm an emotional person. I have big ups. but I have big downs. When I'm down it all seems like I'm walking down a road in the desert with no end. Just miles and...

The Troublesome Question of CRMs

When I was a kid, I yearned for a Swiss Army knife.  You know the ones; red, all sorts of attachments coming in various shapes and sizes, some with six attachments,...

Tips for Doing Everything Faster

(5 min read) Today, whilst walking the dog, I wrote a blog; this blog.I also sent a series of instructions to my team so I didn't become the bottleneck in the system...

The Truth About Digital Marketing & Advice Firms

  6 min read Of all the untruths spoken about generating leads for advice firms, that it can be completely automated is one of the biggest.The point of digital...

The Pricing Trap

I don't know if you're a music fan, but when I was younger I was into electronic music, and one band I liked was New Order.In 1983 they released a 12' single called...

Why Marketing Matters Most For Advice Firms in 2019 - Part 2

In Part 1, I shared with you why I think mastering marketing your advice is key to a successful 2019. In Part 2, I want to share how to do it.  The good news is it's...

Why Marketing Matters Most For Advice Firms in 2019 - Part 1

2019 is going to be the year that marketing really matters for advice firms. However, it may not be new clients you need to focus on most. It's your existing ones, and I'd...

3 Service Offer Questions To Be Ready To Answer

When it comes to your service offer, over the next 12 months, there are three questions you need to be prepared to answer. Your clients may never actually ask these...

The Referral Game unpacked

I want to share something about the topic of referrals specifically.   I want to share with you what needs to happen for you to generate referrals in your business...

Should You Advise Friends?

I received an awesome question this week. It's one that I've got personal experience with, and one that I know a number of people will have too. Should we take on...

When Clients Are Wrong

Recently I've had a few advisers get calls from angry disengaged clients who have been "inspired" by this Royal Commission of ours. Many of them have been clients for...

Why Engagement Matters in 2019

This could be a dry year of lead generation for many advice firms. I’d like to share why and what you can do to avoid it now before the drought gets worse. In a...

Why You Need A Shared Inbox

"I hate email", and that's no misprint. I will expand a little though. Email if used wrongly is an absolute demon technology, which will drain you of every...

The Truth About Accountability

 85% of people reading this article will not achieve what they aim to this year. It’s not that they’re not capable, it’s not that they can’t,...

5 Silicon Valley Advice Trends

This blog was first published in Robeco Australia’s Insights newsletter, a monthly smorgasbord of advice-related content from one of the world’s...

The Strong Correlation between FASEA and Anonymous?

My colleague and friend Steve Crawford likes to tell it like it is. I don't always agree with everything he says, but I respect the fact that he believes in what he's...

The small stuff at the start

Is it a human thing to notice the small touches or just some of us? I remember walking into a clients office for the first time and being blown away by the simplest of...

The Information vs Action Paradigm

In the last two years, 90% of the information created since the beginning of time was created, to me, that's mindblowing. Elon Musk was recently interviewed by Joe Rogan...

5 Step Escalation Process

I’d like to share with you five step tips for getting clients to move more quickly through your engagement process, from first appointment through to delivery of...

Using Digital Writing Tools

Do you use or like the idea of using visual tools in your client engagement to help with communicating your advice? If so, I'd like to share a little of what I've learned...

NAIL YOUR VALUE PROPOSITION BY TALKING TO YOURSELF

A good friend of mine once told me that each and every meeting with a client should provide you with a story to tell. He’s absolutely spot on, and it’s one of...

THE 3 BIGGEST SERVICE OFFER MISTAKES ADVISERS MAKE

Right now the lens is on a few things in our industry. Service offerings are one of them. I don't think it's all bad, but it's definitely got many in a high state of...

YOUR ADVICE MANUAL

Most of the time you make a major purchase - be it a car, computer or something else that requires you to know how to use the thing you've bought - you also get given one...

THE LOWDOWN ON WORKFLOW AUTOMATION

I'm terrible at remembering phone numbers. By the time I've reached the sixth or seventh number, I've forgotten the area code. I'll be honest - the only other persons'...

3 GREAT QUESTIONS FOR GETTING GREAT LEADS

There's a quote I absolutely love, from Malcolm Forbes (of Forbes magazine fame, amongst other things). "The smart ones ask when they don’t know. And, sometimes, when...

WHY YOUR INBOX ISN’T YOUR FRIEND

What was the very first thing you did when you started work this morning? Not coffee, or the conversation you had, but the moment you thought to yourself, "Now I've...

BILL GATES DON’T DO PEOPLE, DO SYSTEMS

A few years ago I was given this golden rule of thumb when meeting business principals. If we meet in their office and I get the tour, things are good. If we meet at a...

4 IDEAS TO REDUCE YOUR COMPLIANCE BURDEN

Want to reduce your compliance burden? You can reduce manual work and avoid inefficiency to be able to make your business grow. Discover more about it now! Check out my...

THE DANGER IN SKIPPING STRAIGHT TO IMPLEMENTATION

I've had one of those weeks where the same damned thing kept happening. First time, I was in a session working on a service/ pricing model build with a team of brokers....
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