Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #59 - Be Reliable

    How reliable are you?

  • CHRISISM #58 - FSG - Sales Tool or Compliance Document?

    Do you regard the Financial Services Guide as a sales tool or a compliance document? If your answer is compliance document, then you may want to change your thinking...

  • CHRISISM #57 - Terminology Time - "Superannuation"

    Have you ever encountered a negative reaction from a prospect or a client when you mention superannuation? If so, maybe it’s time to consider using alternative terminology

  • CHRISISM #56 - Creating a Quality Experience

    We need to guard against our risk advice process becoming too transactional. There is a big difference between completing a transaction for a client and creating a quality experience for them.

  • CHRISISM #55 - Heart Vs Head

    Are you selling protection from your heart or your head? If you’re selling from your head, you’re probably finding it tough, but if you’re selling from your heart, I would guess you’re finding it a hell of a lot easier.

  • CHRISISM #54 - Two Ears One Mouth

    There is a good reason why we were given two ears and one mouth and I strongly suggest you use them in the proportion that they were given to you, thereby doing twice as much listening as talking.

  • CHRISISM #53 - The Psychology of Objections

    Do you ever wish you could close more business without having to handle any objections along the way? If so, be careful what you wish for!

  • CHRISISM #52 - The Importance of a Daily Target

    Do you finish every single working day knowing whether you have succeeded or failed? If not, then maybe you need to break down your primary personal financial goal into bite size portions.

  • CHRISISM #51 - Are You an Idealist or a Realist?

    I think a lot of us joined the world of financial services with a pretty idealistic frame of mind, but I believe it is just a matter of time before we learn to adopt a more realistic approach.

  • CHRISISM #50 - Income Protection or Income Replacement?

    As advisers, we are often guilty of describing the concept of securing a client’s income as “income protection”. If you use this terminology in this way with your clients, then I believe you should consider a change in terminology.