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 from three years of using them and working with advisers who use them.
Each month I get at least 2 or 3 questions from...
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 the principles of becoming prolific when it comes to content marketing.
The story I have today came from a discussion about...
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 awareness (fear?) about whether they're getting what they paid for.
I ran a live training session last month with our program...
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 additional important thing.
It's implied that in helping you and I extract full value from our purchase, there's an...
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' phone number I know is my wife's, and I think that's because I knew it before the age of the smartphone.
If we each had to...
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 they do"
Sometimes it's easy to assume that the person asking questions is the non-expert. What I've seen more often that...
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 started..."
Did it involve opening your inbox?
I think that's a huge mistake.
Don't get me wrong, it's hard not to. I often walk...
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 local cafe, not so much.
It's a great yardstick and it works every time. Try it if you have business clients.
There are a number...
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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. Each and every time we got to the activity part of the session, everyone would jump up from their seats ready to start work...