Are you struggling to make the breakthrough with accountants?

Many financial planning firms today are seeking to build long-term, valuable relationships with SME business owners. A problem you may face is accessing these people, and one route that offers great potential when carried out successfully is by building links with accountants. However building these relationships is often a tough nut to crack! So here are […]

“I know someone who’ll charge me less”

You’ve all been there… the fight over price. You know you’re right for the client, you can add a lot of value, but you can see there is an immediate issue niggling away. You probe the client and they say something along the lines of, “Let’s cut to the chase, what do you charge as […]

What is a Client Value Proposition?

OK, let’s start by stating that there’s no science behind the answer to this question, there’s no right or wrong answer. What I’m going to set out is my view of what an effective Client Value Proposition is and what it should contain. So let’s start at the beginning. What is a Client Value Proposition […]

5 myths about financial planning businesses

I’m finding that more and more of my time is being spent helping advice firms reposition themselves as true financial planning businesses in the eyes of their clients. It’s extremely interesting work, as it always results in the adviser taking a really deep look at their business, as we carefully then figure out how the […]

Are you really doing lifestyle financial planning?

There has been quite a significant movement over the last few years of financial brokers or advisers repositioning (or simply renaming) themselves as financial planners. This makes a huge amount of sense, because of the value that lifestyle financial planning brings to people’s lives. But it only makes sense when lifestyle financial planning is what […]

How do you connect with today’s prospects?

Prospects will approach you with a wide variety of requirements in mind. This applies both to the type of advice or potential products they are seeking, and also at various stages of their “buying cycle. We’ve previously covered the buying cycle of clients in more detail in a previous article here, however as a very […]