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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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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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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Increasing Emotional Intelligence

You may have thought that Emotional Intelligence (EI) is a new buzz word, however it’s been around since the early 90’s. Research has shown since the 1990’s that EI is far more important than IQ when it comes to future success. Dr Howard Gardner the influential Harvard theorist defines your EI as “the level of…

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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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sales framework

Last month I talked about how a sales framework can help you build trust, understand the goals and objectives of your clients, increase conversions and boost performance and accountability within your team. A service framework can in many ways do the same with the additional benefits of organisational efficiency, staff satisfaction and client retention.  …

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