Industry news and views from Panacea and our partners.
Client Centred Advisers
My favourite Warren Buffett quote and why it matters
Warren Buffett is one of the most successful investors of all time and one of the world’s wealthiest individuals. He also has some very astute observations about life.
The secret of successful selling
I first met Jamie Smart nearly twenty years ago and have seen him build two successful businesses and author some excellent books and programmes.
What makes a client want to engage a financial planner?
A successful financial planner I work with remarked to me that no one ever approaches him for a financial planning engagement. Instead, there is usually a trigger event that leads a client to thinking they want a financial product, investment advice, or financial problem solved.
Want more financial planning referrals? This MUST happen first
Good financial planning referrals from happy existing clients are one of the best ways to grow your practice.
No pressure selling and influence part 2
Being a powerful influencer is a vital aspect of your role with clients and yet it is something that advisers can be uncomfortable with. In part 1 of this article we looked at the first of 3 common symptoms of feeling under pressure and what is really behind clients having a great experience of you.
No pressure selling and influence part 1
Being an effective influencer and confidently selling your services are essential skills if you want to build a thriving practice based upon getting great results for your clients. And yet it seems that many advisers feel uncomfortable and lack confidence in this area. For instance, they may feel under pressure, fear rejection or have negative thoughts and feelings about selling and asking people to act.
The real problem with fee charging (and it is never about the money)
Fees and fee charging are now a fact of life for financial professionals and yet it seems to be an area that creates far more challenges than is necessary.
Clients are not willing to pay fees for financial planning – really?
“Clients are not willing to pay fees for financial planning!” This was the bold claim of a financial adviser in a recent LinkedIn post.
How to keep your client relationships fresh and inspiring
If you asked your clients to rate your review meetings with them on a scale of 1 - 10 (for quality of experience and impact), how do you think would they rate them? Would they give a 10 out of 10 - the meetings are always fresh, inspiring and never fail to touch upon something highly important to your client? Despite knowing each other well you are always able to deeply engage your client.