Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • 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.

  • CHRISISM #49 - Financial Planning: Rocket Science or Common Sense?

    Are you on a mission to keep things a simple as possible for your clients or are you on a mission to make things as complicated as you can to justify the certificates on your wall? I strongly recommend the former!

  • CHRISISM #48 - Physical Positioning of You and Your Client

    Have you given much thought to how you set up a client meeting from a physical positioning perspective? If not, you may want to give some consideration to this issue once you have read this article.

  • CHRISISM #47 - Seeking Client Feedback

    Do you make sure you seek a client’s feedback when they come on board as a client for the first time? If you haven’t already got referrals at the point of sale, then I believe the policy explanation meeting (see Chrisism#40) gives you a fantastic opportunity to do so.