Business development
Are your clients and prospects overwhelmed?
When it comes to engaging with your clients and prospects, less can be more. An interesting study on financial advice found that “the longer the
November 15, 2021
Financial advisers
My hairdresser gave me a lesson in behavioural science
As a financial consumer behaviour consultant and researcher, I spend 90% of my life thinking about decisions that I, and those around me, make. So
November 5, 2021
Business development
Don’t try to create demand for your service, channel it
If you were running a gym and wanted to attract more clients, you’d have two options: Try and create demand for your service Channel demand
October 28, 2021
Communication
How much would you pay for a week off work?
Not just the usual week off but one where you can switch your phone off. Where the emails don’t pile up ready for your return.
October 21, 2021
Communication
What are you offering?
It’s easy to think of your ‘advice offering’ (i.e. what clients pay you for) as one single thing. After all, for every client you have:
October 15, 2021
Business development
Show the trailer, not the movie
Have you ever had a great meeting with a prospective client, only for them to (try) to put all your great advice into practice, without
September 17, 2021
Communication
How to add more power to your messages
Imagine you had a hammer and a nail. If you hit the hammer against a wall, it might leave a dent, but it’s unlikely to
July 9, 2021
Financial advisers
Anxiety’s bad, right?
Anxiety, not surprisingly, has a bit of a bad rep. At best, it’s associated with a nervy stomach and a sleepless night. At worst, it
June 22, 2021
Business development
Behavioural segmentation for financial advisers
Recently, I became a member of a secret club; one I hadn’t even realised I was joining. I don’t normally set an alarm on a
June 4, 2021
Financial advisers
Symptoms V problems – how to make your financial advice the prevention rather than the cure
I have a confession. I haven’t been to the dentist for about two years. …ok, three years. I know I should, and I will soon
May 26, 2021