Sales Frameworks And Processes
(And How to Beat It) There’s something about that first week back after a break that just hits differently. I’m landing back from Bali after a much-needed reset with my girls, but stepping into a short work week after the Easter long weekend means one thing—playing catch-up! And I know I’m not the only one.…
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The Power of Shared Experiences in Client Relationships As we approach Easter, many of us look forward to gathering with family and friends around the table, sharing stories, laughter, and of course, food. As my own heart warms in the lead up to the long weekend and the time I will get to spend with…
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When a conversation flows effortlessly, you know you’re tapping into something real—and that’s exactly how it felt sitting down recently with James Wrigley on the Ensombl Advice Australia Podcast. We dove into a topic that’s close to my heart: the intergenerational wealth transfer, and what it really takes for financial planners to be connecting across…
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It was an honour to be featured on The Exceptional Sales Leader Podcast with the welcoming and engaging Darren Mitchell, I had the wonderful opportunity to share my insights on sales, leadership, and human connection. What started as a fireside chat evolved into an engaging discussion on what truly makes a great leader and a…
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What sets top business leaders apart? It’s not just technical expertise—it’s the ability to build trust, understand client values, and guide them with emotional intelligence. I recently had the incredible opportunity to sit down with Keith Ford at the IFA for a podcast episode around the Intergenerational Wealth Transfer. Keith Ford, a prominent figure in…
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Sales is, by far, one of the most essential activities in business. A quick Google search will reveal millions of articles on how to become better at sales and while many will promise the “secrets” of sales or the one strategy that will boost your conversions, the truth is, it comes down to consistency, the…
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I know people don’t like to admit they are in sales, but the truth is we all are somehow. If we aren’t selling the benefits of a product and service to our clients and explaining how it meets their needs, we are selling ourselves as the expert they can trust. Most people resist the label…
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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…
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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…
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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…
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