Sell the experience, not the concept
Several years ago I learned from master coach Steve Chandler his ‘Eighteen fearless disciplines’ for creating clients. He calls them disciplines because you actually have to practice them rather than just know the idea. The first of these disciplines is ‘Sell the experience, not the concept’ and it can transform the way you conduct the […]
What can we learn from doctors who get sued?
Would you like to build even stronger, more productive relationships with your clients and deliver more value than ever before? Although technical knowledge seems to have taken precedence over everything else for advisers in recent years, what use is it if an adviser is not able to combine what they know with the ability to […]