team morale

Your team are your greatest asset. You know it, I know it – but do they know it? Richard Branson says “A company’s employees are its greatest asset and your people are your product” . Their good work and loyalty can fail to get the appreciation and recognition it deserves and instead your team hear…

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successful selling

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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Soft-skills-online

This week I had the honour of presenting at the Elder’s Conference in South Australia where I spoke on the importance of sharing your value proposition with prospects and clients. I truly believe we are very fortunate in the financial services industry. The value we provide our clients as a financial advisor, broker or agent…

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How To Coach To KPIs

For the last few weeks one area of focus for me has been working with leaders around coaching around performance, it just seems to be that time of the year! As you may have found from personal experience, many performance conversations can be challenging and downright awkward and uncomfortable. But the right way to look…

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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…

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price

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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upsell and cross-sell

Are you missing opportunities by not having a more meaningful conversation with your clients? When faced with the pressure to increase sales it can be easy to focus on generating new business and miss the opportunities to have a deeper more meaningful conversation with your clients and uncover more needs. Upsell and cross-sell should be…

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How are you? It’s been a while since I’ve sent my usual newsletter. There is a good reason though I promise…but before I get to that let me share with you something I don’t often tell people. When I was 13 years old, my father passed away. Being one of seven children, our family could…

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Preparing for your client meeting

While we have discussed the importance of frameworks when it comes to sales and service success, it’s important to also focus on the human element on your client meetings. These face-to-face interactions are incredibly valuable to clients and are the key to building lasting relationships. Though in order to have productive and meaningful meetings with…

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Work Smarter Not Harder

In the financial services industry, I find clients want two things each year – more money and more time off – the very things you work so hard to achieve for your clients. While the first part of the year starts out well, by February many of them have fallen into their usual work habits…

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