Blog Articles – Retention
We need to speak about our fees…
One of the areas of greatest challenge for financial planners in Ireland today is increasing the level of your fees / trail commission from the levels that you are currently charging. But time marches along, and often when you actually turn to really examining the issue, many advisers find that [...]
What do you do when the flow of new clients dries up?
With fewer face to face meetings happening these days, the challenge of attracting new clients has been raised with me a number of times by advisers. Most advisers have adjusted quickly to servicing existing clients, however attracting new clients has been more challenging in this virtual world. The issue [...]
You’re fired
It’s hard enough to get clients in the first place, I hear you say… But sometimes relationships just don’t work out and it’s time to part ways. This arises relatively infrequently in personal relationships, and it also arises fairly rarely in adviser / client relationships. But just as it [...]
Are your charges in line with the value you provide?
We got a great reaction to our piece last month in which we explored the theme of providing enough value to justify your trail commission. Thank you for the feedback that we received. To follow up on that theme, we've set out a few thoughts on the whole area [...]
Do you do business with family?
This subject came from a conversation I had recently with a young adviser – well at least he’s a good few years younger than me! As we were discussing target markets and where his clients come from, we had a very engaging conversation about doing business with family. This [...]
Building bridges with the next generation – Part 2
This is the second in a two-part article on expanding your client base into the next generation of younger clients, by accessing the children of your clients. In last month’s article we looked at how you might build links with these younger potential clients. In this second instalment, we’re [...]
Building bridges with the next generation – Part 1
This is the first instalment in a two-part article about expanding your client base into the next generation of younger clients, by accessing the children of your clients. In this first piece, we consider the challenge of gaining access to the children of clients. Next month we'll look at [...]
Are you providing enough value for your trail commission?
I’m fortunate to be dealing with several of the best and most progressive financial planning businesses in the Irish market. A common trait among these firms is their constant challenge and revision of their own proposition, ensuring they can deliver ongoing value to their clients consistently and through every [...]
Are you pulling the strings for effective partnerships?
Business owners and wealthy individuals today utilise the services of a whole range of professional service providers. They often have relationships with an accountant, a solicitor, a tax adviser and a financial planner. Pulling all these disparate pieces together into a coherent strategy is a tricky business, and I [...]
Why your clients leave you
A previous article that we wrote about when it’s time to fire a client drew a fair bit of comment... It proved to be a situation that many financial advisers have experienced. However, now it’s time to take a look at the flip side of the coin – when [...]
You’re fired
It’s hard enough to get clients in the first place, I hear you say… But sometimes relationships just don’t work out and it’s time to part ways. This arises relatively infrequently in personal relationships, and it also arises fairly rarely in adviser / client relationships. But just as it [...]
Prepare the ground to attract new clients in 2021
I quite regularly get phone calls from financial advisers who are hitting a wall when it comes to attracting new clients. Some are looking for a quick fix, the single activity that they can then get to work on, in the hope of getting new clients on board. This [...]