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.

Specifically, it's been about making sure when you get to the stage of meeting with a client, and it's the right client for...

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 book Slow Down, Sell Faster! put forward the powerful idea that whilst many people focus on sales techniques,...

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 should.

Let's look at this from a business perspective. You have two core options when it comes to growing a business. 

Option...

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 life, as most couples did, close. They had children and his focus turned to his career. His wife made the choice to invest...

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.

“How can I do it without the client feeling fobbed off?“

I’m not sure you can completely eradicate the...

Is Leadership really all that?