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Three tips to help you close more business

Three tips to help you close more business

Keeping clients engaged when you’re presenting an important, data-heavy analysis can be a challenge. For many investors, the numbers, complex illustrations and jargon can be intimidating. And yet, these conversations are important—both from a regulatory and a relationship-building point of view. So, what can you do to make the conversation productive?
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Investing in todays markets

Investing in today’s markets without a crystal ball

The key question: How many clients can you effectively serve? The serviceable number of clients is different for all advisers. It is often complex and depends on several factors such as: client AUM and revenue, operational efficiency, technology integration, team structure, and the adviser’s service model.
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ENGAGE - Enhance your client service offering

We can’t create more hours in a day, so it is critical to find out how we can find the right mix of activities for the right clients efficiently.
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Sustainability pillar #1: Business Sustainability

The key question: How many clients can you effectively serve?
The serviceable number of clients is different for all advisers. It is often complex and depends on several factors such as: client AUM and revenue, operational efficiency, technology integration, team structure, and the adviser’s service model.
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Sustainability pillar #2: Understanding your enterprise risk

Enterprise Risk a broad and diverse topic. From our experience in working with Advisers in Australia and globally, a key area of Enterprise Risk for an advice business is the level of ‘Product Inventory’. This simply means understanding the number of Funds, platforms, insurance solutions you may have used, inherited or have acquired over time across your full set of clients, and your associated obligations.
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Sustainability pillar #3: Delivering client satisfaction

This pillar focuses on delivering client satisfaction. Broadly speaking, a financial adviser’s value to their clients’ rests on two key components: the portfolio and the relationship. Successful advisers have typically demonstrated flawless execution of both components.
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Sustainability pillar #4: Building a robust operational model

We know that revenue is a critical factor in the sustainability of a business. However, we believe that a robust, repeatable and scalable process converts revenue into sustainable profits. So how do you build a robust operational model? One of the easiest, but often overlooked ways, is to have a clear documentation of your key processes.
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Adviser social media: Put yourself out there!

Total engagement is a goal we all strive for as financial professionals serving clients. While many advisers are capable of and achieve total engagement when in client meetings, we believe the best advisers display total engagement beyond face-to-face meetings by leveraging service models and sharing content and though leadership via social platforms, including LinkedIn.
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Outcomes are the new alpha

Want to know why the tortoise beat the hare? He (or, more likely, she) stayed focused on the finish line. The tortoise was all about the outcome.

In a recent study that we shared, we found investors who built the most wealth did so with a focus on long-term outcomes. Guess what those with the smallest account holdings did? They focused on short-term performance. They acted like hares. The wealthiest acted more like tortoises.

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Building your personal brand

You’ve heard it before: Financial advice is a relationship business. Your clients aren’t just buying insurance and investments—they’re paying to work with you and access your expertise. Building your personal brand is key to your success. In this article, we’ll highlight 10 principles of creating a personal advice brand.
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The Grind – a key ingredient for adviser success

We often get many questions from advisers about perspectives on the market, the future of this business, the next big financial shift or trend... However, one question we do not often get is “What traits do you think an adviser needs to be successful in this business?
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Know your bears from your bulls

Ever heard someone waxing lyrical about the importance of diversifying your portfolio across asset classes and wished you knew what on earth they were talking about? Check out our plain-language guide to common investing terms, and you’ll be holding your own in no time.
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Resisting temptation

We can’t create more hours in a day, so it is critical to find out how we can find the right mix of activities for the right clients efficiently.
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Top 5 practice management tips

It seems that almost everybody has some generic hints or tips that either involve significant changes to your business or are so abstract that any value added is negligible. Bucking this trend, we offer the following five practice management tips that you could implement in your business tomorrow – and start realising the benefits immediately.
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Clarify your client service approach

When you’re clear about what you believe and what you offer, it sets you apart from the competition. That clarity helps your clients to “know what they’re buying”.
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