When consumers don’t see value, they base their decisions on price
Price competition will force advisors either to eliminate costs or focus on value
It’s just a matter of time before Canadian players cut prices to build market share
How airlines respond to delays provides an object lesson in customer service
Focusing your practice on a specific client base can make you a market leader
The future of financial advising is in knowing all about the niche you serve
Demanding, knowledgeable clients will raise the bar on value
Think of it as “initiating referral conversations,” not “asking for referrals”
To make the message stick, you have to find ways to repeat it
Reduce the likelihood of defection and open the door to new business