More Tales From The IFP The last in the Tales From The IFP Conference series. At the IFP Conference, back in October, I did a series of short interviews with some great advisers who were circulating over the three days. One of the questions I asked them was: What Is The Future …
Displaying 18 Posts categorized under Bright Talk
Don't Do Things By Halves
Summertime Selling Skills In the penultimate Summertime Selling Skills blog (we have a new autumn series kicking off the week after next), we look at the first meeting mistakes advisers make when working with couples. Do you hold first meetings with only one half of a couple? If so, are …
Listen Very Carefully (I Will Say This Only Once)
Summertime Selling Skills Week 8 of the Summertime Selling Skills series is in two parts, and it’s all about the answers! The series to date has focussed on shutting up and letting the client do the talking, however, that’s only useful if we actually listen to what they have to …
Take It Easy
Summertime Selling Skills I believe that great questions equals easy sales. But what makes a great question? It’s a question that lets the client remember what’s important to them. It forces them to dig that little bit deeper than they would normally and benefits both the client and you, the …
Do Not Fluff The Fee Discussion
Summertime Selling Skills Here we are at week 5 of my Summertime Selling Skills series, looking at the top 10 mistakes advisers make at the first meeting. So far we’ve dumped the talk and the fact finder, we’ve reined in our vampiric tendencies and practised our carrot-dangling. Now we’re going …