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Are your Advisers doing what YOU want them to do?

Tug of warA challenge faced by many financial advice firms… The target market is clearly defined, the value proposition is carefully constructed and articulated and a suite of marketing supports are developed to help the team of advisers go out and attract a cohort of new clients. And then…nothing. Well not quite nothing, but not the results that are being sought by […]

Can you get more from your CRM system?

CRM. Customer relationship marketing  concept.In the last year or two, there has been a significant upsurge in financial advice firms wanting to unlock the opportunities offered by CRM systems. For some, this has meant seeking to place it at the heart of their sales processes, for others their challenge has been to use it as more than a glorified address book. For others, they […]

What do you Measure in your Financial Advice Business?

measuring tapeAt the end of the day for most advisers, there’s one measure that stands head and shoulders above the rest in terms of importance – profitability. Until recently, many firms actually didn’t view profitability as their key metric; their main focus was on income. This was usually backwards looking, i.e. examining income in the last 12 months, or sometimes also […]

Increase the Value of your Financial Advice Business

Added Value - Highway SignI’m often asked how an adviser can increase the value of their business beyond the discounted value of your future income stream. This is particularly relevant for advisers who are looking to exit, and want to achieve the greatest sale price possible for their business. It’s an area that I’ve written about before, but you might want to consider in […]

Will Clients Pay Annual Fees?

Annual feeThe whole area of fees sends a chill down the spine of lots of financial advisers. How much do you charge? Will clients pay? Will they pay every year? These are some of the questions I’m asked all the time. Yes we’ve seen moves towards fees in other markets, with a lot of focus on the changes in the UK […]

Beat your competition all ends up!

The race is onYou’ve been approached to pitch for the opportunity to advise a really great prospective client, maybe a wealthy individual with a lot of assets to manage or a pension scheme for a local company. However you also know that another adviser has been given the same opportunity…. So what do you do? One route obviously is to go in “as […]

5 elements of a winning client proposition in 2014

Getting & keeping clientsI’ve been lucky to spend the last couple of years working with a broad range of financial brokers and planners, and as a result have been fortunate to gain great insights into some really great advice firms operating in the Irish market. A question I’m sometimes asked is; “What’s different about the winners?” Now there’s no easy answer to that, […]

Why don’t my new clients realise how good I am?

simply the bestI was working with a financial adviser recently (let’s call him Jim for the purpose of this article) who asked me that exact question. He was incredibly frustrated. While acknowledging that he’s not perfect (show me someone who is!), Jim articulated to me that he gives excellent advice to clients, that he works really hard on their behalf and that […]

What can Google Analytics tell Financial Advisers?

Google AnalyticsOnline marketing tools have changed the game in relation to marketing by financial advisers. These tools offer a number of benefits; immediacy, better targeting, cost effectiveness and fantastic insights through the analytics available.   Most advisers are pretty clear about these advantages, however many still run online marketing campaigns without really leveraging the power of the analytics available. Now there’s […]

5 Sales Tips to ignore in Quarter 4

I'm not listening to ...Quarter 4 is here, the year is coming to a close. You’re running out of time to turn a good year into a great year or a bad year into a good one. You’re probably hearing a barrage of ideas to help you this quarter, so I’m going to swim against the tide a bit. Here are 5 ideas that […]