Blog Articles – Sales
Can you stand over your charges?
Lots of the conversations that we’re having with financial advisers are in relation to the ongoing value you are providing, and the cost being charged for delivery of that value. However if we are to be completely truthful, it doesn’t always start out from that point…. Quite a number [...]
Turbo charge your business in 2022
What am I doing, talking about 2022 already? Well I’m not asking you to wish your life away, but quite a number of financial advisers have observed that August and early September are quieter times for them. And this quiet time offers an opportunity to do some planning for [...]
Time to sharpen the saw again
I’m speaking to financial advisers every day, and at the moment a consistent theme is emerging in all of these conversations and that is a feeling of a “new beginning”. Advisers are talking really positively and excitedly about getting back out and meeting clients face-to-face again – just imagine [...]
Does running a niche business make sense?
This is a question that occupies a lot of thinking time of many advisers today, as they contemplate their future client acquisition strategies. While we are seeing some advisers setting minimum hurdle sizes with new clients (either in assets under management or agreed fee levels), let’s be honest, many [...]
What will be different after Covid for your financial planning business?
OK, so we’re all still in lockdown but this time it is very different – the end is in sight. Most conversations are hopeful about this being the final lockdown and that is something no-one felt confident about before. Now that we all see the vaccine rollout gathering pace [...]
Will 2021 be better for advisers?
2020 has been a year like no other. It has created unexpected and unique challenges for financial advisers in terms of the daily running of your business, interacting with clients and growing your business. There was no clue coming into 2020 that it was going to be a year [...]
When times are tough… kiss frogs
These are tough times for advisers at the moment. Yes, your businesses are more resilient than most, mainly down to your efforts in recent years in building up a strong recurring income stream. But this still doesn’t fully compensate for the slowdown in new business that many of you [...]
What do you do when the flow of new clients dries up
As advisers are adjusting to working remotely from the office and distanced from clients, the challenge of attracting new clients has now been raised with me a number of times. Most advisers have adjusted quickly to servicing existing clients, however attracting new clients has been more challenging. While the [...]
How do you build an intergenerational proposition?
Is this a time to be talking about an inter-generational financial planning proposition? Maybe it is… First of all during these restricted times, it’s a lot more difficult to get out and mix among prospective clients. Secondly now that you probably have a bit more time on your hands, [...]
How will you justify your trail in future?
The time is fast approaching when it will be mandatory to display your commission levels on your website. It’s quite unclear at this stage how most firms will approach this, due to the bewildering number of options available in the market. But display them, you will have to. Are [...]
How do you stop your clients from blowing up their plans?
I hear the stories from advisers every day… the client who simply knows better, who knows that now is the time to enter / exit the markets or to switch asset allocations because of a stroke of genius that they have had. I’m not proud to admit it, but [...]
Where else can you add value in Estate Planning?
Estate planning has become a routine and valued part of the advice offered by financial planners today. As you work with clients particularly on their post-retirement financial planning needs, the questions and attention inevitably turn to what happens with the balance of wealth at death. Of course the strategies [...]