One of the most important skills for any adviser to master is converting new clients. That is, taking a new enquiry all the way from initial contact right through to becoming an ongoing client.And while any adviser who is currently in business must know how to do it at a …

In 18 years of consulting I’ve worked with hundreds of financial planning firms. Some of them were already world-class when I was invited in, but most were still aspiring, in that they knew what they were trying to create, but just weren’t quite where they wanted to be. In this …

Almost every adviser I speak to, no matter what their current revenue, thinks that the key to the growth of their business is marketing.  Well guess what? In most cases it’s not.  Marketing is an important part of your business’s growth, but if you haven’t dealt successfully with the foundations …

Disruption is coming and it’s no joke.  Since the publication of my White Paper, What Next For Financial Planning In The UK? I’ve had numerous in-depth conversations with owner-advisers about the opportunities and threats independently-owned businesses might face from disruptors.  The vast majority of financial planners keep telling me that …

For most financial planning firms, 2021 was a killer year. Despite the ups and downs of the pandemic, business was really solid. What about this year? What are the big issues on which you’ll need to focus for your business to continue on the same trajectory? There are five major themes that …