WHY INCREASING FEE ISN’T AS RISKY AS YOU THINK

Apr 18, 2018

Do you want to know the fastest strategy to scale your advice firm?

Increase your fees.

It’s so blindingly obvious to me, and kind of ironic that with so many firms seeking to use what they’ve already got to make more, the answer is often sitting right in front of them.

I have...

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NETWORK RECEPTION

Apr 12, 2018

Is it just me or does the average advice professional have a total love/hate relationship with referral partnerships?

One Vanguard study I read whilst prepping our two-day program workshop last October shared one simple statistic that summed it all up.

65% of advisers saw business partnerships as...

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THE ZERO DARK THIRTY GUIDE TO WORKFLOW

Mar 15, 2018

If you’re an adviser, broker, senior accountant or other “front stage”, client facing member of a team responsible for delivering face to face value and generating opportunities, and you’re spending time ticking off completed tasks in workflow, I need to share something.

...

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THE 85:15 STORY OF ADVICE CLIENTS

Feb 18, 2018

Imagine you’re a business offering a service that 85% of the market don’t seem to want.

That’s not great. It’s also not terrible. 15% market share we can work with.

Now imagine 50% of the 15% who do want what you offer drop out of the sales process at the first step in the...

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THIS CONVERSATION HAD ME MAD AS HELL

Feb 14, 2018

So I’m not a “get mad” kinda person, and certainly not in a professional sense.

This question though had me simmering in my own juices all the way over Christmas.

If you’ve ever been challenged on price (I’m guessing you have, even indirectly at least once, right?),...

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THE GREAT ADVISER WEBSITE FRAUD

Feb 08, 2018

We’ll build you a website that converts”, goes the promise.

Fantastic”, goes the voice in your head, “If I can get a great website that cracks my value proposition, has awesome copy, great images and lots of unicorns dancing on rainbows I’ll have a...

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WHY MOST ADVISERS’ MARKETING DOESN’T WORK

Feb 02, 2018

Have you ever had one of those LinkedIn messages from someone you don’t know inviting you to connect?

You have no idea who they are, but “what the heck”, you say, and click the Accept button. I like strangers. Some of my best friends started out as strangers.

Literally minutes...

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THE PATH PROSPECTS TAKE TO GET ADVICE

Jan 30, 2018

One prospect wants your advice like a thirsty man in a drought.

Another seems completely uninterested despite the financial mess you can see they are in.

Same approach. Same meeting. Same scope of advice.

Totally different outcome.

Are you interested in why?

For those of you working with Gen X...

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THE TROUBLE WITH HUNTING UNICORNS

Jan 24, 2018

Steve Jobs was once quoted as saying, “We hire smart people so they can tell us what to do”

If you’re a cutting edge, global tech leader with deep pockets, top of your game and seeking to stay that way by attracting premium executive talent, it’s probably great advice.

If...

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THE PLAIN-SIGHT MARKETING OPPORTUNITIES ADVICE FIRMS OFTEN COMPLETELY MISS

Dec 03, 2017

If you have targets to hit before Christmas and you’re looking for the path of least resistance from a marketing perspective, give me three minutes and I’ll share a killer technique for finding opportunities hidden in plain sight.

Most importantly, when you nail this, it will fuel the...

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