We all know that that we are facing a once in a generation change in the accounting industry. Offering wealth creation services in your practice is a must to thrive, but sometimes starting the conversation can be daunting.
How do you create value for your clients, given their broad range of advice needs?
Consumers these days are flooded with the abundance of information available online. Clients are no longer coming to advisers and accountants purely for information. What they are seeking is for their advisers to provide insights from this information and to help them make the right choices about their financial situation.
Yes, we have all read the papers and seen the news. There is yet another scandal into financial planning and distrust and resentment are once again surfacing around the financial advice industry.
In my previous article I discussed the importance of non-verbal communication such as proxemics haptics and so on. These important skills are paramount in the engagement process with prospective clients. Impression management is another critical area of relationship building.
What secrets are you keeping that may be depriving a potential client of creating a more successful life for themselves?
While the co-ordinated advice approach has certainly become more popular in recent times, why isn’t it used more broadly?
The reasons can include our own insecurity, high control needs, or our desire to be the best and the smartest in the room.
Consumers know that they should be protecting their ability to earn an income and agree that it is their responsibility to care for their family’s financial wellbeing, and yet roughly half of Australians are still putting off the need to act.
Australian families are changing shape with the number of blended and step-families on the rise, bringing with it new financial challenges for today’s modern family.
A recent survey by recruitment specialists, The Dawson Partnership and Balance at Work, found that 65 per cent of advisers surveyed intend to grow their business organically in 2014. Yet only 23 per cent intended to grow by looking for new clients.
As much as the use of social media amongst the financial planning community is becoming far more prevalent, as a previous skeptic, I am well aware that there are many of you who remain cautious of Tweeting, posting and commenting for all the world to see.
No More Practice Education Pty Ltd
Level 1, 10 Shelley Street, Sydney NSW 2000
