Last week (in The Icing On The Cake) I wrote about showing the client that everything is going to be alright. This is vital. However, by using a cashflow model you can not only show them everything is going to be alright, you can focus on delivering a lifestyle outcome; …
Displaying 447 Posts categorized under Forward Thinking
The Icing On The Cake
If you can build a great ongoing review service you will be able to continue charging a premium price to your clients, increasing their lifetime value to you and increasing the sale value of your business whenever you elect to exit (the double whammy). If the 1% ongoing fee model …
High vs Low. Where Do You Sit?
In last week’s blog I looked at the threat to ongoing revenues and how this may polarise firms into high value and low value. What do I mean by that? High value firms are those that have a client offering that consumers are willing to pay handsomely for, but most …
Now That I've Found You, I'm Never Letting You Go!
If all the value in your clients is embedded in the lifetime relationship (and in my view, it is) then the most important thing to do once you get them, is to keep them – forever. In the old financial services world, this was a lot easier than it is …
The Round Up!
Summertime Selling Skills Over the last 9 weeks we’ve covered the biggest mistakes advisers make at first meetings. Whilst each one on its own is a clanger, the key is trying to eliminate all of them to create a really powerful first meeting experience, both for you and the prospective …