| |||||||||||||||||||
|
Wednesday, 8 May 2013
Guest Blog Don Connelly
Sunday, 10 February 2013
Hargreaves Lansdown
HARGREAVES LANSDOWN
The comments below were my response to an article in New Model Adviser about Hargreaves Lansdown's half yearly figures which were quite outstanding.
Most of the early respondents were quick to critisize their business model and client offering. My view is that we ignore their business success at our peril. We must learn from the way in which the public are using their services in even greater numbers if we are to compete and not finish up as just a niche profession of no interest to most people.
"We must stop this inward looking and accept that the public do not value financial advice and are voting with their feet. The public will trust their own financial adviser but they certainly dont trust the rest of us and feel safer looking after their own investments. It is time every IFA signed up to the Hargreaves Lansdown newsletter and all the marketing which supports it and start to understand why the public are responding in such great numbers. Look at your web site. The probability is that all you are asking a visitor to do is give you their contact details. That feels very dangerous when all they want to do, for now, is continue their research without having to speak to a human. With the right processes in place they will let you know when the time is right to move on to a one to one conversation which can result in the long term relationship we all want. If we are to survive it will be because our marketing and relationship skills have been finely honed. If you have no-one to speak to all the qualifications in the world are pretty useless "
The comments below were my response to an article in New Model Adviser about Hargreaves Lansdown's half yearly figures which were quite outstanding.
Most of the early respondents were quick to critisize their business model and client offering. My view is that we ignore their business success at our peril. We must learn from the way in which the public are using their services in even greater numbers if we are to compete and not finish up as just a niche profession of no interest to most people.
"We must stop this inward looking and accept that the public do not value financial advice and are voting with their feet. The public will trust their own financial adviser but they certainly dont trust the rest of us and feel safer looking after their own investments. It is time every IFA signed up to the Hargreaves Lansdown newsletter and all the marketing which supports it and start to understand why the public are responding in such great numbers. Look at your web site. The probability is that all you are asking a visitor to do is give you their contact details. That feels very dangerous when all they want to do, for now, is continue their research without having to speak to a human. With the right processes in place they will let you know when the time is right to move on to a one to one conversation which can result in the long term relationship we all want. If we are to survive it will be because our marketing and relationship skills have been finely honed. If you have no-one to speak to all the qualifications in the world are pretty useless "
Richard Cook
Richard Cook is one of the UK's leading financial planners, a 30 year MDRT member( 10 years at Top of the Table Level) and a 15 year participant in The Strategic Coach Programme.
The Adviser Success website www.advisersuccess.co.uk was launched in 2011 to support the presentation Richard was giving at that year's annual MDRT Meeting. Since then he has been totally committed to facilitating the transfer of his business and client bank to Fidelius Ltd who purchased the business of The Haven Partnership Ltd in Sept 2010. That exercise was completed at the end of November 2012 which means that Richard can now concentrate on his mission of helping Financial Planners, who truly have the interests of their clients at heart, to become more successful in both their business and personal lives.
The intention is for the website and blog to provide access to loads of free information,knowledge and wisdom. This will be supported by group and individual coaching and consultancy where appropriate.
Richard is an accomplished public speaker who has addressed financial services audiences throughout the world including USA, Canada, Singapore and Israel. He is now available to speak both to financial services audiences and at workshops/seminars aimed at building your client bank.
Richard will be at MDRT Day in London on Tuesday 12 February where in conjunction with Strategic Coach he is offering a complimentary half day coaching/consultancy session to the lucky winner of a business card raffle. If you are there don't forget to visit the Strategic Coach booth and make your entry. The next blog will cover the big issues from MDRT day. There are some top quality speakers so there should not be a shortage of material. To make sure you don't miss out enter your email address in the box provided. If you are on Facebook please LIKE us and SHARE us with your financial services friends.
The Adviser Success website www.advisersuccess.co.uk was launched in 2011 to support the presentation Richard was giving at that year's annual MDRT Meeting. Since then he has been totally committed to facilitating the transfer of his business and client bank to Fidelius Ltd who purchased the business of The Haven Partnership Ltd in Sept 2010. That exercise was completed at the end of November 2012 which means that Richard can now concentrate on his mission of helping Financial Planners, who truly have the interests of their clients at heart, to become more successful in both their business and personal lives.
The intention is for the website and blog to provide access to loads of free information,knowledge and wisdom. This will be supported by group and individual coaching and consultancy where appropriate.
Richard is an accomplished public speaker who has addressed financial services audiences throughout the world including USA, Canada, Singapore and Israel. He is now available to speak both to financial services audiences and at workshops/seminars aimed at building your client bank.
Richard will be at MDRT Day in London on Tuesday 12 February where in conjunction with Strategic Coach he is offering a complimentary half day coaching/consultancy session to the lucky winner of a business card raffle. If you are there don't forget to visit the Strategic Coach booth and make your entry. The next blog will cover the big issues from MDRT day. There are some top quality speakers so there should not be a shortage of material. To make sure you don't miss out enter your email address in the box provided. If you are on Facebook please LIKE us and SHARE us with your financial services friends.
Subscribe to:
Posts (Atom)