Posts Tagged ‘Business Tips’
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…
Read MoreHow 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…
Read MoreAre you missing opportunities to 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…
Read MoreIntroduction to our Online Advice Framework
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…
Read MoreWhy Increasing Emotional Intelligence Increases Sales
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…
Read MoreThree Ways to 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…
Read MoreHow to identify if a sales framework is needed in your business
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. If…
Read MoreHow to overcome your team’s excuses
As a leader, you are bound to experience team members making excuses about why they can’t, won’t or didn’t do something they were asked or expected to do. While excuses every so often can be understandable – expected even, when they are regularly given you need to act. Here are four ways you can overcome…
Read MoreHow to know when to intervene as a leader
When problems and issues arise within your business, they can have the ability to dramatically affect the productivity performance and profitability of your organisation. But as a leader, not all situations need your attention. In fact, it can be far better for your team, culture and business if you don’t intervene or micro-manage every individual…
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