The question you need to ask your clients.

We've been lucky enough over the last few weeks to sit down with - financial advisers, leaders of advice groups, industry fund executives and insurance and financial services investment and insurance providers.

The themes that emerge have been consistent.

1) A lack of the number and quality of referrals coming into a financial planning and insurance business from both within the existing client base and from centres of influence.

2) An unhealthy focus on FOFA reforms in regard to the negative perceptions of an onerous imposition in process and in economic terms on financial advisers, dealer groups and planning practices.

3) An admission that industry funds spend very very little - in fact no time - on worring about what retail funds and retail advisers, IFA's are doing.

4) That capturing hearts and minds of clients and engaging with them with that as the focus is the key to success.


IFA's for the most part are (and this is a broad generalisation but one based on 24 years of observation) are asking the wrong questions and focussing on the wrong skills.

We hear comments like:

- we ask for referrals but we don't get any

- i've asked my clients to call me once a year for a review to check in but no-one ever calls

- clients are not interested in what we deliver - they do not see it as part of their lives

- the problem is the clients not us


Does anyone need a mirror here to stand in front of??????

If you want to capture hearts and minds and have a committed growing appreciative client base that provides countless referrals then you need to educate clients, provide them options and connect your solutions to their lives.

And yes PCE have created a range of engagement tools and processes to enable you to do this.

But at the risk of just making things simple for you, here's all you need to do.


The Question

Mr and Mrs Client......what does living well and looking after your family mean to you?


....tell me more.....

....go on....

....how would that make you feel.....

....how would that change things....

...if that happened then what.....


Do you get the picture?


And then......that's what we do here Mr and Mrs Client, our entire business is built on the promise that we create solutions to maximise the possibility that our clients can live well and look after their families.


We have seen this simple question and simple pitch transform businesses into ones that have engaged, attracted and retained clients that are appreciative and willing to pay for services that they see and understand are connected to the way they want to live their lives.