Winning over the next generation
The next generation are not automatically inclined to turn to their parents' financial adviser, according to research from Invesco. Using the "power of...
Client promoter scores linked to heady investment returns
Companies that win the advocacy of their clients have a remarkable ability to increase their own value according to research from the people who invented net...
Dunbar's number and the advice client quantum query
With the mass exodus of advisers reaching its nadir, advisers are taking on more and more clients. Dunbar's theory shows just how unsustainable this is.
Research shows enormous potential exists for advisers to capture emerging affluents
For wealth businesses to thrive the emerging affluent cohort is a savvy way to future-proof healthy client books. But building trust is a key component to...
Using stories to help clients understand investment concepts
Simple techniques like analogies and metaphors can help you connect with clients, but 'storyselling' needs to be simple and relatable.
Holding the line - the real adviser challenge
The tendency to relent to client commentary, which in many cases is driven by headlines and sentiment, is one of the biggest detractors from long-term returns.
The right words at the right time - reacting to client concerns
In unpredictable markets, emotions can run high, and good intentions mingled with bad communication can potentially damage adviser-client relationships.
Not all referrals are created equal
Many studies have shown that the number one-way financial advisers find new clients is by getting referrals from their existing clients, this is true in many...
Renew your client review
During a recent presentation of Invesco Global Consulting's program, Priceless, I asked a room full of advisers how many of them had changed the way they do...
Communicate - before it's too late
Do you know the name of your number 1 client? I am sure you do. What about the name of your number 20 client? Or your number 43 client?
Tapping into the power of female clients
As an adviser, you want your clients to be educated on the importance of financial advice. Research has shown that a one-size-fits-all approach to...