Editorial · Fiduciary Practice
The Invisible Score
Chasing volume can crowd out clear thinking about what a client actually needs. The fix is a process that makes that thinking visible, repeatable and open to review.
Read the paper
The reading room
17 published papers · newest first
Editorial · Fiduciary Practice
The Invisible Score
Chasing volume can crowd out clear thinking about what a client actually needs. The fix is a process that makes that thinking visible, repeatable and open to review.
Read paper
Editorial · Singlife Elite Term II - SINGLES
Protection Doesn't Wait for a Family
You don't need a mortgage or a kid in a stroller to start a protection baseline. You just need to stop waiting for 'settled.'
Read paper
Editorial · The Viewpoint Shared Planning series
The Double-diamond model: Why the Advisory Conversation can be Shaped Differently
The usual first meeting starts with the adviser’s process. The problem isn’t a lack of expertise. It’s the sequence in which things happen.
Read paper
Editorial · Professionalism in Practice
Why the Financial Advisor’s Work Still Matters
The value of advice is not in products or paperwork. It is in the judgement, discipline, and trust that turn uncertainty into decisions clients can live with.
Read paper
Editorial · The Family as Client
The Heart of Financial Planning: Treating the Family as Client
My agency director used to say financial advisers are like well paid social workers: the work we do is very important to the family. Where financial planning meets social work...
Read paper
Editorial
The New Counsel: Human Judgment in an AI Age
More clients are arriving better informed. The producer's role is rising toward judgment.
Read paper
Editorial
No System Is a System
The most common operating model in business has no name, no owner, and no design document. It is the one you built by habit, and it is the one you might be running right now.
Read paper
Editorial · The Referral Close
The Referral is a Close. Not a favor
You prepare for the close like it's the only thing that matters. Then you ask for a referral like it's a favor. The client notices.
Read paper
Editorial · Producer development
The Producer Is the Product
When a client asks what you sell, the honest answer is not the fund, the platform, or the strategy. It is the judgment you bring to them.
Read paper
Editorial · Producer development
Why We Created the Strategic Performance Distance
A practical way to see where sales performance is in balance, where support is needed, and how teams can act before momentum fades.
Read paper
Editorial · Producer Development
The Client Journey: A Common Ground for the Whole Organisation
Producers, managers, directors and principal companies carry different responsibilities and pressures. The client journey offers a shared language for connecting the work they...
Read paper
Editorial
The Business Model Beneath the Business
A company's business model and culture quietly shape an adviser's mindset, habits, and definition of success, often dictating their career path without them realizing it. To...
Read paper
Editorial
A good-looking fool and a wise master
Auditing thousands of client recommendations reveals two distinct adviser archetypes: the Producer, who focuses purely on closing immediate transactions, and the Practitioner,...
Read paper
Editorial
Why I Left Corporate Insurance After 30 Years to Join a SaaS Startup
After 33 years on every side of the industry — Advisor, Agency leader, Bancassurance, Agency Management— the decision was quiet. And entirely deliberate.
Read paper
Editorial · The High trust playbook
Thinking about the Client
Almost three decades ago, a Director asked me a question that has stayed with me ever since.
Read paper
Editorial · The High trust playbook
Referral Is a Design Problem
For forty years the industry taught advisers to earn trust. Clients still hold back, because saying your name to a friend puts their own name at risk. Lowering that risk is a...
Read paper
Whitepapers · The High trust playbook
Strategic Performance Distance: A Nash Equilibrium-Inspired Framework for Sales Performance...
Traditional sales management often focuses on hitting simple targets, ignoring the complex human strategies behind the numbers. This paper introduces Strategic Performance...
Read paper
No papers match. Try another search or choose all contributors.