Is independent advice heading towards extinction?


Last year, I had the great fortune to visit New Zealand and to spend six weeks travelling around the North and South Islands. The natural beauty of New Zealand well deserves the superlatives that have been accorded to places like Milford Sound, Queenstown and the brooding presence of Mount Ruapehu (Mount Doom from The Lord...

A new approach to workplace marketing


Getting new clients is the lifeblood of any advisory practice. Getting the right ones is even harder. Presentations to groups of employees – known as workplace marketing – has tended to focus on providing information about pension schemes. I’d like to suggest a new approach. Those that work with businesses, large or small, will know...

Customer engagement through social situations


The total population stands at 7.3bn people of which 2.3bn are active social media users. 3bn of the 5bn who are not yet active social media users, probably won’t be able to access the internet, for a number of socio-economic reasons. In response, Facebook will be launching planes and Google will be releasing balloons into the...

7 ways to get more referrals and recommendations


An effective marketing strategy is vital for all businesses.

This includes financial advisers, if you want to build your business and increase the number of clients you engage, you need a strategy to make the phone ring with new enquiries.

I regularly write about how websites, newsletters and content creation, as well as adviser directories and social media, can be employed to achieve this aim. However, a recent meeting provided a useful reminder of the importance of an effective referral strategy.

You’re a Start-up – Now What?


There’s an adviser friend of mine who recently left a larger organisation and set up his own practice so that he could do things in a way he believed was right.

Why did he leave?

Reducing cost, improving service, building long term value; one solution to achieve all three


Last month, I wrote about the importance of advisory firms working efficiently to help reduce fees charged to clients and improve profitability. There are many ways firms can reduce cost and find efficiencies. At least one such option will accomplish this, whilst enhancing the service offered to clients. Sceptical? You’re probably right to be. I...

Single State Pension: The key changes you need to tell your clients about


For many the State Pension remains an important element of retirement planning. The latest government data shows that in the average pensioner household, 43% of income* comes from state benefits, mainly State Pensions. The State Pension is also changing. For people reaching State Pension age from April 2016, the current Basic State Pension and the...

Pensions and Pringles, what’s the link?


Sometimes I think pensions are the Pringles of the financial world. Now the lid has been popped open (by pensions simplification and all that) the politicians just can’t let them alone. As you know, once you pop, you just can’t stop.

The next 12 months is shaping up to be yet another busy year for pension legislation and regulation. Here are my top five changes to look out for:

How to get found online by clients local to you


In February, I was writing for Sense about the importance of claiming your Google My Business (GMB) listing. Hopefully you’re now not one of the 40% or so of firms who have not claimed their listing and, by virtue of this, you’re giving yourself a boost (around 15%) in the Google rankings for local queries (people typing in ‘financial adviser Swindon’, for example).

Six tips to turn more enquiries into clients


I regularly write about ways to increase the number of enquiries you receive, but that’s only half the job. In fact, it’s probably the easier half, you still need to convert the enquiry into a client.

I’m always intrigued by advisers bemoaning the poor quality of enquiries; that they don’t convert and therefore offer a poor return on investment. Forgive the blunt home truth, but if the quality of the enquiries you receive is poor, the buck stops with you, after all, you run your marketing strategy.

Which leads me nicely to my first tip: