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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. Each and every time we got to the activity part of the session, everyone would jump up from their seats ready to start work...

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...

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...

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...

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...

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...

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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