The Post-Holiday Productivity Slump

productivity

(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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Breaking Bread & Building Trust 

shared experiences

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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Connecting Across Generations: Conversations that Count

client conversations

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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Six questions to create your value proposition for 2019

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

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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How to have the price conversation with clients

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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Are you missing opportunities to upsell and cross-sell

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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Is trust more important than value?

trust

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…

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Do you know what your customers say about you?

customers

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…

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