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Practical insights to help run a better advice business.

  There are a hundred and one ways you could approach the initial appointment. Ultimately, everyone has a way that works best for them, but this is how I approach it...
  I recently ran a three-week Productivity Challenge with some of our Leveraged Advice Firm members... ....and I wanted to share a six-minute highlight reel of our...
  The first 90 days when you start working with a client is full of the opportunity to nail your experience on so many levels. It's when we want everything you do to...
  One of the things I love about business is the fact that in many ways, it's the most complex game in the world.    And if you win at this game, you don't...
    Gall’s Law is a handy principle to know when it comes to looking for ways to optimise your advice process. The guy who first observed it, John...
  I grew up in Wales for about four years of my life, and it left a real impression on me. One concept that stuck with me is the idea of the "canary in the...
  There are a lot of great things about email and... ...there's a lot that isn't great. In truth, though the difference between the two is mostly about how YOU choose...
  I wanted to share a little about what I've learnt about audio file noting and put forward the idea that your choice of software isn't the key decision. So what...

Outdated Beliefs About Service Models

 There are a lot of things we accept in the business of advice as the way things are done when it reality... ...it's usually the way it WAS done. Take service...

Which adviser would you choose?

    Imagine you find yourself dreaming.   It's an odd dream, one of those lucid ones where you know you're dreaming but carry on regardless, like you're...

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...

How to trim your first appointment

    Early last year I wrote a blog sharing my experiences of running a live event at Bridgeclimb in Sydney and what it taught me about the power of client...

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...

Authentic or valuable?

    There's a course you can buy on Udemy called "How to be Authentic in your Marketing".   It may sound like a Yes Minister episode, but it's real.   ...

Why I approach referrals as research

    I hate asking for referrals.   Maybe it's because every time the idea pops up, a hundred stories of "hard sell" tactics well up in the back of my mind. ...

Which Marketing Metrics?

    John Wanamaker is most famously attributed with the quote: “Half the money I spend on marketing is wasted; the trouble is I don’t know which...

5 Reasons Marketing Advice Isn't Like Selling Widgets

    I'm kicking off our second Fast Track program of the year, this month on Practice Marketing, but before I do I wanted to share one thing before we start. ...

The Only 3 Funnels Advisers Should Focus On

  My son Nate used to play this game with puzzles when he was younger. It went like this: Open puzzle. Tip puzzle on the ground. Laugh and insist you put it together....

The Key to Marketing Advice?

  I'm in the middle of reading The Art of Conformity by Chris Guillebeau, and I'm loving it. It's full of all sorts of amazing insights, and I wanted to share one that...

Fishing with a spanner?

    Every day a newsletter comes through into my inbox.   It's one of those industry news ones, with headlines such as:   "Corporation to acquire other...

And then Matt asked me what the "throw" was...

    I was lucky enough to get to attend the recent Seth Godin Q&A run by MLC, courtesy of a client of mine (thanks Matt!) who was kind enough to invite me. ...
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