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 …
Displaying 49 Posts categorized under Financial Advice
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 …
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 …