THE NEW ADVICE MARKETING CONUNDRUM

May 14, 2018

It's the Advice Marketing conundrum.

You want leads. They need advice.

Why doesn’t it all just come together?

Of all the problems most advisers, accountants and brokers I speak to would love to solve, consistent, great quality leads is up there.

To create a flow of leads that means you...

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THE END OF THE “ANNUAL” REVIEW

May 10, 2018

I’ve got a big question, and it needs answering.

See, this is one of those articles where I’m trying work my way through one of those, “Why the hell do we all do it this way anyway?” type conundrums.

And before anyone replies throwing FOFA or contractual law in my...

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The Problem With Advice Givers Who Don't Take Advice

Apr 26, 2018

If part of the value of your advice lies in having an objective third party look at things without the emotion, and you don’t follow that advice yourself, why should your clients?

At a recent workshop, in front of a room of the kind of smart advisers you’d refer your friend to see, I...

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CLIENT INSIGHT INTERVIEWS

Apr 19, 2018

Charles Revson, one of the founders of Revlon, knew the difference between marketing and sales, and nailed it in one sentence.

“In the factory we make cosmetics, in the store we sell hope.”

When you’re selling, you can engage with someone and tweak your proposition to take into...

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WHY INCREASING FEE ISN’T AS RISKY AS YOU THINK

Apr 18, 2018

Do you want to know the fastest strategy to scale your advice firm?

Increase your fees.

It’s so blindingly obvious to me, and kind of ironic that with so many firms seeking to use what they’ve already got to make more, the answer is often sitting right in front of them.

I have...

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NETWORK RECEPTION

Apr 12, 2018

Is it just me or does the average advice professional have a total love/hate relationship with referral partnerships?

One Vanguard study I read whilst prepping our two-day program workshop last October shared one simple statistic that summed it all up.

65% of advisers saw business partnerships as...

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THE ZERO DARK THIRTY GUIDE TO WORKFLOW

Mar 15, 2018

If you’re an adviser, broker, senior accountant or other “front stage”, client facing member of a team responsible for delivering face to face value and generating opportunities, and you’re spending time ticking off completed tasks in workflow, I need to share something.

...

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THE 85:15 STORY OF ADVICE CLIENTS

Feb 18, 2018

Imagine you’re a business offering a service that 85% of the market don’t seem to want.

That’s not great. It’s also not terrible. 15% market share we can work with.

Now imagine 50% of the 15% who do want what you offer drop out of the sales process at the first step in the...

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THIS CONVERSATION HAD ME MAD AS HELL

Feb 14, 2018

So I’m not a “get mad” kinda person, and certainly not in a professional sense.

This question though had me simmering in my own juices all the way over Christmas.

If you’ve ever been challenged on price (I’m guessing you have, even indirectly at least once, right?),...

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THE GREAT ADVISER WEBSITE FRAUD

Feb 08, 2018

We’ll build you a website that converts”, goes the promise.

Fantastic”, goes the voice in your head, “If I can get a great website that cracks my value proposition, has awesome copy, great images and lots of unicorns dancing on rainbows I’ll have a...

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