Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • Chrisism #93 - Mum/Homekeeper Cover

    When sitting in front of a breadwinner with a definable earned income, it is not hard to put a dollar figure on the value that person represents to the family unit, thereby enabling a calculation of the level of cover that might be required in the event of that person no longer being around.

  • Chrisism #92 - Working More Effectively with Accountants in the Risk Area

    Why do accountants make potentially good referrers of risk business? Firstly, because their clients are typically highly qualified referrals, since the accountants themselves tend to be highly regarded and well respected by their clients. Secondly, because there is a logical overlap of advice, since both the accountant and the risk adviser are seeking to maximise net income for their clients in as many situations as possible.

  • Chrisism #91 - The Savings Paradox

    This Chrisism will fascinate you or infuriate you, or both! It will also present you with a delicious paradox by proving that a person who decides to stop saving can save considerably more than someone who decides to save diligently all the way to age 65!

  • CHRISISM #88 - Succeeding Daily

    Back in the 80s in the UK and in the 90s here in Australia, I managed a team of advisers with a company that was very performance based and that operated a system of monthly targets. How great would it be for managers and salespeople if 25% of a monthly target was achieved in week one, 50% by the end of week two, 75% by the end of week three and the balance mopped up by the end of week four? This would be called a stress-free existence. So why is this seldom a reality?

  • CHRISISM #87 - Asking The Right Questions

    In a number of previous “Chrisisms”, we have looked at the importance of asking questions during the client engagement questions (see references to previous “Chrisisms” below), but in this “Chrisism” I want to drill down specifically to the type of questions we should be asking.

  • CHRISISM #86 - What You Can Measure You Can Manage

    This Chrisism is primarily aimed at those of you who are relatively new in the business and who are finding their way in what is an ever changing environment. However I suspect it may also be a worthwhile refresher or reminder for those of you who are more seasoned campaigners and for whom from time to time it may not be a bad idea to get back to the basics.

  • CHRISISM #85 - What’s Your Understanding of “Communication”?

    Since we are all in the ‘people business’, being able to communicate effectively with prospects and clients is a pretty fundamental requirement when seeking to bring people on board as clients and build strong and meaningful relationships on an ongoing basis. Therefore understanding the relative importance of the three component parts of communication is a very necessary starting point.

  • CHRISISM #84 - The Importance of In-House

    Do you typically see prospects for a first meeting in your office or in their office or home? If the answer for you is the latter, then you may want to consider the advantages of the former.

  • CHRISISM #83 - Only Sell an Appointment

    When seeking to make a first appointment with someone you haven’t met before, whether it is a red hot referral or a relatively cool lead, there are certain basic rules that need to be followed in order to maximise your chance of making the appointment – and one of those basic rules is to remember that you are only selling an appointment.

  • CHRISISM #82 - Establishing A Budget

    When I first started in the business (just over 40 years ago!), I was told by my manager that, whenever I sat in front of a potential client for the first time, I had to make sure I did a detailed budget on that person i.e. found out exactly on what their current income was being spent.