17 Dec She who dares wins? A success story.
“Award winning” – It’s a phrase often seen in professional headlines on LinkedIn and other marketing channels...
Client Service
17 Nov Educated clients are better clients.
Posted at 13:43h
in All Posts, Articles, Business Coaching, Business Management, Client Service, General, Insurance, Sales & Marketing
Educating clients is part of the adviser’s role and most will have a well prepared and polished process to do so, but it can become tiresome (and time consuming!)running through this process with each and every client. In this article first published in RiskInfo magazine,...
04 Feb What’s the future of risk commissions?
The structure of risk commissions in Australia is set to change. As it stands right now, commissions for risk advice are a legitimate form of remuneration for advisers (except in certain circumstances). However, the writing is firmly on the wall that the commission model as we know it will change. The question is not if – but when.
10 Apr How well do you follow-up?
I really enjoy listening to podcasts from Small Business Big Marketing - Tim Reid is the guy behind this show - which is officially Australia's #1 marketing show. While he always discusses great marketing ideas that work for ANY small business, it's not often that he discusses anything specifically related to financial advisers, risk insurance or accountants.
10 Apr Gamification of advice – Part 1
I believe one of the key roles of an adviser is to change clients behaviour for the better. Most people do not make the best financial decisions. Whether it be failing to save enough, chasing returns, keeping Foxtel but cancelling insurance or simply listening to our hearts more than our heads, all but the best of us are guilty of making less-than-wise choices.
20 Mar A tale of four builders
I’ve been visited by four builders over the past few weeks who gave me great insight into why some advisers are more successful when it comes to client engagement than others.
30 Oct When is the right time to quote my fee?
One question we're often asked by advisers, is "when is the right time to quote my fee?". It's one thing to determine how much to charge, it’s also incredibly important to know how and when to position it with your clients. The following is an excerpt from the revised edition of my book, Pricing advice:
11 Sep ElixirTV Episode 6 – Client Value Propositions
Client Value Propositions are such an overused term, and yet many advisers still struggle to get theirs sorted. Geoff Pritchard shares some thoughts about what a CLIENT is looking to you to provide, and what to avoid when articulating your value....
19 Jun Why you should not post out all your Fee Disclosure Statements on July 1 (and what to do instead)
Posted at 14:14h
in All Posts, Business Management, Client Service, Fees & Commissions, Sales & Marketing
Most Australian advisers are currently absorbed in altering their business practices to comply with the new FoFA Legislation, and a particularly large issue is deciding on when and how to deliver their Fee Disclosure Statements (we now have a three-letter F word … the FDS!).
We have heard of a number of advisers who are planning to post out all of their FDS's on the 1st of July, indeed some licensees are even suggesting this is a good option. It may have been suggested in the ASIC regulatory guide, but we think this is a dangerous strategy, and there are far better options that are still compliant with both the wording and the intent of the legislation.
