During a busy week in the East Coast I reflected here on the habit of many advisers of undervaluing themselves…so easy to do at a time like this when it feels like you’re being bombarded! When you reflect on the things that consume your clients every day,...
Unless you’ve been under a rock, you’ll be aware that there are significant changes coming very soon (January 1st) to the life insurance industry – changes that will have a very real and immediate impact on advice businesses. I have recently finished a series of...
For advisers providing advice on insurance, it has traditionally been difficult to price that advice. While commissions largely remain post-FoFA, they are banned on some types of personal insurance. In my revised edition of Pricing Advice, I have devoted a much larger...
We are often asked by advisers to take a look at their pricing model and let them know if they “have it right”. This begs the question, “is there such a thing as the right pricing model?” The answer is “yes”, although what is the “right” model will vary for every...
Not too long ago an adviser posed me an interesting challenge. “All this pricing work you do”, she said plainly, “Be honest. It’s just about coaching us to charge as much as we can get away with, isn’t it?” Great question, and absolutely not. Our research and coaching...
