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Practical insights to help run a better advice business.

How To Know If You're Marketing on LinkedIn & Facebook All Wrong

Much effort has been invested in LinkedIn and facebook advertising by many advisers over the past few years. The ROI on that effort though, for the most part hasn't been so...

Does Robo-Advice belong in a premium advice offering?

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

Everything Rotten In The Financial Advice Industry In One Story

I had an experience last month that left me furious, yet more determined than ever. It revolved around an adviser, the kind that should no longer exist in our world. ...

5 Ways to Overcome Client Procrastination

You’ve just nailed your latest appointment. Your newest clients-in-waiting are on board. They see the value of the advice you’re providing....

The Crippling Weight of Perfectionism

I've just joined a new gym - Virgin Active in Moore Park. It's a big, shiny, amazing facility that makes me want to go there even when I'm not exercising. As part of my...
Some time ago, I decided I wanted to greatly enhance my sales ability. I believe selling (stuff, ideas and yourself) is an important life skill everyone needs,...

7 STEPS TO CRAFT A KILLER WELCOME PACK

Recently I joined a coaching group. I was impressed by their IP, wooed by their style and eventually made the decision to join their group workshop program. The fee was...

4 COMMON FIRST APPOINTMENT MISTAKES

Those who read the last edition of The Finnovator (and downloaded our 9-Step First Appointment tool) will know that I've been doing work recently on first appointments. ...

WHAT TO DO WHEN A PROSPECT ISN’T READY TO BE A CLIENT

Lots of businesses focus on their sales process. Fewer talk about their clients’ buying process. Which is the more important of the two? Kevin Davis’s 2011...

TARGET CLIENTELE: “WHY CAN’T I JUST TARGET EVERYONE?”

It's a good question. There's no doubt that most planners could add value to most people. However, the question isn't around whether you can, but instead whether you...

HOW TO GET OUT OF A BUSINESS BREAK-UP AMICABLY

Once upon a time, when I worked in corporate, a more senior colleague told me a story that has stuck with me for years. It was the story of his wife and him. They began...

THE ART OF CLIENT HANDOVER WITHOUT THE HANDOVER

I got asked a really good question last week. It was all to do with how to communicate to existing clients they would now be managed by a new review adviser. ...

Leadership Lessons From A Shirtless Dancer

Is Leadership really all that?  MBA lecturers may disagree, but isn’t it those with the courage to be the first to follow – those early adopters –...
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