Blog

Are you getting the financial planning training you really need?

When I was 13 years old my father passed away from bowel cancer. Thankfully he was smart enough to take out life insurance, because without it, life would have been a lot different for me and my seven brothers and sisters. While it didn’t make us millionaires, it did allow us to stay in the […]

Are you doing enough with referral partners?

Throughout my coaching, I often work with clients who have a team of financial planners. Within that team, you will have those that get a massive amount of referrals while others get next to none. What is the difference between them? Are you doing enough with referral partners? Back when I was an adviser, I worked […]

Is trust more important than value?

Is trust more important than value? As you are well aware, the royal commission has put our industry under the microscope. As a result, our conversations with clients are going to get harder, and that’s a challenge all advisers need to be prepared for. In my business, I often find that financial planners believe that […]

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 […]

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 […]

The 1-Hour Client Appointment

Are you spending more than 1 hour in client appointments? In this day and age, our natural state is busy. But being busy doesn’t mean we are productive. As a financial planner, spending too much time in appointments will have a negative flow on effect, leaving limited time for the activities that will make a difference […]

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 […]

The Many Ways To Cross-Sell And Up-Sell

One of the fastest ways to make more sales is to get your existing clients to spend more with you. Knowing firsthand what it’s like to do business with you, your existing clients are not only easier to convert, they don’t require any additional spend to reach them. Cross-sell and Up-sell your way to success. […]

Tips For Increasing Conversions

We’re officially over half way! I hope you’ve been enjoying the 6 keys to high performance financial services email series so far. Now onto Key #4 – increasing conversions. Let’s face it, it doesn’t matter how many leads you are getting or meetings you are having, if you aren’t converting sales, you are wasting your […]

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