Blog

How to have the price conversation with clients

Why is it that some planners get so worried when it comes to discussing the price of a financial plan?  Perhaps you have experienced it yourself, where you have shied away from talking about price with your clients? Each week I get the opportunity to observe financial planners in meetings with their clients. Some are […]

Do you know what your customers say about you?

Do you know what your customers say about you? Having clients that promote you and your services is one of the best indicators of success and has been found to increase retention, referrals and spend. But how do you have more promoters than detractors? In our overscheduled, distraction riddled, multi-tasking days, providing consistently high-quality service […]

Do you know what your True Conversion rate is?

Do you know what your TRUE conversion rate is? I often ask this of financial advisers I work with and they usually come back with a confident answer of “I convert 80-90% of my sales meetings”.  But when we plug the real figures into a calculator the reality is, it’s a lot closer to 40-50% […]

Is The Time Spent In Appointments Taking Over Your Days

Is the time you are spending in appointments taking over your day?  When you are time poor already, there is nothing more frustrating than spending too long in appointments and not enough time doing more productive activities.     It is a frustration I hear all the time from the financial planners I work with but is a […]

Are The Questions You’re Asking Stopping You?

Are the questions you’re asking – or not asking – stopping you from uncovering more client needs? I get to observe Financial Planners conduct interviews each week and find the questions you ask clients not only tell you a lot about them, but they also tell your client a lot about you. I always find it […]

Generating Referrals

Hasn’t that week flown by! I’m so excited to share Key #6 with you because it can make a HUGE difference to your business. We all understand the power of referrals. They are high leverage, they allow you to skip the time and financial investment involved with sourcing new leads and fast forward the sales […]

Five tips to help you prioritise your work

When you’re faced with an ever growing to-do list, learning to prioritise your tasks is vital, not only for your productivity but for your own sanity and wellbeing. But with every task appearing urgent, how do you prioritise so that you make the most out of every day? To help you I thought I would share how I prioritise my to-do list to ensure my time is spent as productively and profitably as possible.

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