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Practical insights to help run a better advice business.

The Power of Refinement

    One of the focus concepts in my business plan for the year is "refinement".   I've adopted because of how powerfully it reminds me to make sure I'm doing...

Engaging new clients like a doctor

    A doctor doesn't worry about building rapport. They may be friendly, but they're not there to try and be a friend. A doctor doesn't have to earn your trust....

Why prepping before new client meetings may be holding you back

    Many years ago I set myself the simple goal of being able to run a coaching session at the drop of a hat.   Until then I'd spend hours preparing each...

Closing Slow

    I'm ready to close my first appointment. I can FEEL it's been good. The clients in front of me have been on an emotional rollercoaster of sorts,...

Fee Sensitivity Doesn't Exist

    One of THE best books I've ever bought on the subject of the relation between value and fees is Priceless by William Poundstone.   Over these next couple...

Why Wait?

    Back in the day, I did a lot of work in the "lifestyle financial planning" space.   Anyone who spent time around MLC will know what I'm talking about. It...

Before we meet...

    Minute-for-minute there are two mini-projects I can do with firms that generate as close to instant ROI as is possible.   The first is audio file noting...

Put your Deck Away

    Do you enjoy prefer new clients or existing ones?   It's a question that can divide a room straight down the middle, and in truth, I don't...

How pre-meeting questionnaires may be costing you clients

I want to share a quick personal experience, and why I think it's hugely relevant to any of you playing in the digital marketing space. Last week, I popped out at...

Articulating the Value of Your Advice

I want to share with you another gem that I've learned that makes transition conversations easier and many program members tell me is one of the most valuable elements of...
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