SteveBillinghamConsulting

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What are your goals for 2017 (and beyond)?

This is the time of year when those advisers and planners who are serious about their success, traditionally start to map out their goals for the year to come. Some develop a written plan, because they want to be successful ‘on purpose’ rather than relying on the two most common planning strategies… ‘luck’ and ‘hope’. …

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Customer or Client? And why it matters!

Do you view the people who engage your services as customers or clients? The two terms are often used interchangeably, and to many people, they are indeed the same. In reality, however, they are very different and I believe it is important that advice firms recognize and understand those differences. The one characteristic that both …

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Why it’s hard to get clients to engage with Financial Planning

Recently we have been doing quite a lot of work around client engagement. By engagement I mean getting clients to be engaged with their long-term financial planning on an ongoing basis. Nailing client engagement can be tricky at the best of times but it can be particularly challenging for financial advice businesses. Most advisers are …

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Why your clients won’t pay 1%

RDR asks big questions about the charges that financial advisers make for advice, and the biggest challenge for advisers seems to be in the shift from commission to fees. Everybody is talking about it, and a lot of people are worried. Here’s an article from the US where, although they don’t have RDR, they’re wrestling …

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Product providers are damaging advice relationships

RDR brings a requirement for transparency into the nature of relationships between customers, their advisers and product providers. This transparency is especially relevant around issues affecting: The charges that customers pay and what they are for (cost) The responsibilities that each party has (responsibility) The control and influence that might exist in conflicted situations (independence) …

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3 rules of marketing communications

A challenge that just about every adviser we talk to, tells us they are struggling with, is finding more and better quality clients. With the advice landscape changing over the last few years there has been the recognition that working with absolutely any and every client, irrespective of their circumstances or revenue potential, is no …

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Referrals rule

Referral business is the best type of business. But you don’t have some god given right to referrals. They have to be earned. When you’ve earned it, you end up with loyal customers pre-sold on your expertise and credibility. They become your greatest advocates. You’ve earned their trust and confidence. They, in turn, are comfortable …

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Value your referral sources

It’s hard not to be thrilled when an existing client (or someone else you know) refers a prospective client to you. To land such a referral, you have to have done a lot of things right. Once you get a referral, congratulate yourself. Your efforts and the strength of your relationships have paid off. But here’s something you …

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6 reasons why people don’t engage your services

In this weeks post I want to look at the 6 most common reasons your prospects or target audience DON’T buy from you and what you can do about it. Reason No.1 : They don’t understand what it is you do. You have to help your target audience to see what you do. Your service is …

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Are you helping your clients to help you?

Referrals are an adviser’s best source of new clients. Why? Well because in the real world, the person who is referred and gets introduced is the one who gets the meeting. The problem is many advisers don’t ask for referrals or they don’t know how to ask for them. One of the main reasons they …

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