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Practical insights to help run a better advice business.

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....

7 SECRETS OF ACQUISITION SUCCESS

I'm just a few short weeks from our next two day Excelerator and we've almost closed off our Leveraged intake so I can put the final touches to the session. It's about...

THE NEW ADVICE MARKETING CONUNDRUM

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...

THE END OF THE “ANNUAL” REVIEW

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...

The Problem With Advice Givers Who Don't Take Advice

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...

CLIENT INSIGHT INTERVIEWS

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...

WHY INCREASING FEE ISN’T AS RISKY AS YOU THINK

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...

NETWORK RECEPTION

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...

THE ZERO DARK THIRTY GUIDE TO WORKFLOW

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...

THE 85:15 STORY OF ADVICE CLIENTS

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...

THIS CONVERSATION HAD ME MAD AS HELL

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...

THE GREAT ADVISER WEBSITE FRAUD

“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...

WHY MOST ADVISERS’ MARKETING DOESN’T WORK

Have you ever had one of those LinkedIn messages from someone you don’t know inviting you to connect? You have no idea who they are, but “what the heck”,...

THE PATH PROSPECTS TAKE TO GET ADVICE

One prospect wants your advice like a thirsty man in a drought. Another seems completely uninterested despite the financial mess you can see they are in. Same approach....

The Trouble with Hunting Unicorns

Steve Jobs was once quoted as saying, “We hire smart people so they can tell us what to do” If you’re a cutting edge, global tech leader with deep...

THE PLAIN-SIGHT MARKETING OPPORTUNITIES ADVICE FIRMS OFTEN COMPLETE...

If you have targets to hit before Christmas and you’re looking for the path of least resistance from a marketing perspective, give me three minutes and I’ll...

2 CELEBRITY TRAINERS ADVICE ON HOW TO MARKET ADVICE (AND THEY’RE RI...

Opinions about how to build an advice value proposition are a bit like spleens. Every has one, but not many people are expert enough to tell you how they really work. Ok,...

QUICK ATTRIBUTION FORMULA

Another thing we spoke about is getting confident out there. And one of the challenges is of you trying to create content, it can be time-consuming right? But, I’m...

HOW DO YOU DECIDE WHO GETS SERVICE

I’d love to share more about the flaws in the way many advice firms approach their service offers, and the tweaks that can be made to turn them into something more...

THE REVERSE AUDITION

Today, I want to talk a little strategy for approaching potential strategic partners which flips the traditional model on its head and actually has a higher success...

THREE QUESTIONS TO HELP YOU MASTER YOUR FIRST APPOINTMENT

There’s a saying I love to share when it’s appropriate. “Learning is a spiral. Mastery requires deep, repeat practice” Martial artists will get it...

3 ONBOARDING EMAILS YOUR ADVICE FIRM NEEDS TO SEND

Let’s talk about the first 90 days of a client’s life in your business. How important are those first days to the relationship? How important are they to...

THE HUGE FLAW IN MOST ONGOING SERVICE OFFERS (AND HOW TO STOP IT)

“So Mr/ Ms Adviser, let me just clarify this a little” “If I understand right, the level of service I’m going to get is defined by how much money...
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