Objectives | StepChange

Are you actively making your sales happen?

Sales in the life and pensions market have fallen off a cliff in the last 5 years. It is estimated at the end of 2012 that the new business market has fallen by up to 70% from the peak. This has been felt by every financial adviser in the country, both in terms of building relationships with new clients, and [...]

How to succeed with B2B sales

Financial advice firms today recognise the significant benefits that accrue from having a rich client base of companies. Whether they are large corporates or SME’s, companies offer fertile ground for advisers as they can open up a wide range of opportunities to advise not only the company, but also the individual directors and the employees about their financial needs. But what [...]

Are you planning to increase your sales in 2013?

Are you planning to increase your sales in 2013? The 2 key words here being “planning” and “increase”. Do many advice firms just continue on in a never-ending sales cycle without proper planning? Well of course some do. However these businesses are really missing the opportunity to reinvigorate their sales effort every year. Carrying out structured planning gives you valuable [...]

Ready, Steady, Go for 2013!

Yes, it’s time to start planning for 2013 if you haven’t started already as now is the time to get your business in shape for a fast start next year. When it comes to your marketing plans, there are a few areas that you should consider to both maximise your chances of success and to reduce wasted time and effort. Develop [...]

Good data = more sales for financial advisers

Financial brokers and advisers today are becoming very aware of the role good customer data plays in generating sales. It provides excellent insights into their customers, enables robust decision making and provides the necessary foundation for successful marketing activities. Good data of course is central to your service and ongoing advice to clients. You need to have access to the [...]

Do your clients know the value that you bring?

Are you very clear about the value that you add for your clients? Yes, I think most advisers are clear of the value that your advice offers to clients. How good are you at proactively discussing this with potential clients? Hmmm, I think there are a lot of advisers who are much happier talking about products rather than their advice [...]

Enhancing Financial Adviser Websites

I’ve spent the last year since leaving corporate life behind me working with Financial Advisers on delivering some really interesting and exciting marketing activities. Of course the online world plays a significant role in these activities. I’ve found that Financial Adviser websites today differ widely in terms of their levels of quality and also their ability to engage the target [...]

The Power of Partnerships

It’s now 6 months since I left corporate life to join the ranks of the SME owners, helping financial advisers and insurance brokers across the country to develop revenue generating marketing and business development strategies. One area of the market that has very pleasantly surprised me in the market has been the proliferation of all kinds of partnerships that advisers [...]

Effective Newsletters for Financial Advisers

I know that quite a number of financial advisers like to communicate with existing clients through newsletters which can be effective if the required level of commitment is put into them. I’m going to start by pinning my colours to the mast….. I’m not a huge fan of them as too often they fall by the wayside. However for those out [...]

5 Tips for Effective Marketing Planning by Financial Advisers

At least every year, financial advisers need to take time out from their day to day business and put structured plans in place to help drive their business forwards. . Central to this process is (or should be!) a well-developed marketing plan that will support you and your staff in achieving your business objectives. This article looks at 5 critical [...]

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