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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...

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...

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...

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...

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...

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...

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...

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...

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'...

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...

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...

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...

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...

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....

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

“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...

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”,...

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....

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...

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...

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,...