I met an adviser at a conference yesterday who shared how he describes what he does for a living when people ask that question "What do you do?". He answers: "I help people build financial resilience". He told me that the response always starts a conversation and has never failed to get him a new client. What do you say that works for you when asked?

Picture this: it's been a bright and beautiful blue-skies day and the sun is setting over the Aegean Sea, casting a golden glow on the bobbing boats. You’re sitting at your favourite coastal taverna, a cold beverage in hand, feeling the warm, gentle sea breeze and relishing time away with your family. It’s the perfect moment to relax, unwind and let your mind wander. As you sip your drink, you can’t help but ponder a few thoughts about your business... As financial advisers, it can often be difficult to let our minds truly take a break. So even while on holiday, the occasional thought about improving client services or finding new marketing strategies sneaks in. Yet, this relaxed setting is the perfect opportunity to reflect on what you do really well in your business. Even with glass in hand... Think for a moment - what are the unique strengths that set you apart? What is it that you do REALLY well in your business? What are you seriously proud of? While you enjoy the tranquillity, consider these gentle reflections to inspire your thoughts: - What do you excel at? Think about the moments when your clients have expressed deep appreciation. What was it that made the difference for them? - How can you celebrate these strengths? Reflect on the ways you can highlight and enhance these qualities to provide even better service. - How can these strengths set you apart? Consider how you might weave your unique capabilities into your marketing efforts to attract new clients and generate even more referrals and introductions. We're not creating a strategic plan here - far from it - but simply recognising and appreciating what makes your business special whilst enjoying a moment of real relaxation. Allow yourself to relax and let ideas come naturally. Sometimes, the best thoughts come when we're not actively looking for them. Enjoy the moment, and let inspiration come to you effortlessly.

Surely this is reaching the point where this is becoming unsustainable? https://www.professionaladviser.com/news/4337250/unbiased-increases-subscription-fees-rising-costs

Just imagine how each individual child and their parent/guardian felt or responded when they saw this. Very powerful indeed. I wonder how we can use detailed personalisation in our communications and engagements with clients?

In my 2004 book Successful Seminar Selling, I wrote about the value of using handwritten communications as way to get your seminar promotions read and acted upon. Even hand writing just the recipient's name on the promotional letter can increase conversion rates quite dramatically. Today, just a few days before the general election I have had, as have you probably, a flurry of last minute election communications from various candidates. Two of them were handwritten (or printed to look that way) and one of them was actually written by hand. Over the last few weeks I've barely scanned the leaflets that came through the door, but today I read all three of the handwritten ones. Handwritten communications, or those designed to appear handwritten, are effective because they create a sense of personal connection and authenticity. These types of communications tap into the recipient's need for personal recognition and individual attention, and handwritten notes also evoke feelings of nostalgia and trust, suggesting that the sender has invested time and effort into the message. This perception can increase engagement, making the recipient more likely to read and respond. In the context of seminar and indeed wider financial adviser communications, this approach can be particularly impactful, as it differentiates your message from the impersonal, mass-produced materials that people often disregard. Have a think about all the different types of client communications that leave your office and maybe consider which ones could include a handwritten element. PS There's a very neat trick involving handwriting on communication materials which has been proven to increase not only response rates but the quality of response rates. Drop me a line and I'll share it with you.