Category Archives: Buyer Behaviour

The House Always Wins (usually)

Posted on December 12, 2012 by

Around 1 in 3 clients engage me in a discussion about whether or not insurance is a good gamble. Let’s not kid ourselves. Insurers are in it to make a profit. If they are doing a good job, they are … Continue reading →

Posted in Buyer Behaviour | 2 Comments

Why SHOULD clients trust me?

Posted on December 10, 2012 by

It is easy to say to clients ‘Don’t worry – I will take care of everything’. And while we may trust ourselves to deliver, it not unreasonable for people to doubt this. We’ve all been let down. Things can and … Continue reading →

Posted in Attitude, Buyer Behaviour | Leave a comment

If it’s all about price, what value have I demonstrated?

Posted on June 21, 2012 by

I am trying to work out why I’m so offended that one of my prospective clients is playing my quotes off against those he has obtained from another adviser. I am speaking to this client (a fast growing business) because … Continue reading →

Posted in Attitude, Buyer Behaviour, Client Value | 4 Comments

The Cheapest Solutions / The Best Solutions

Posted on February 5, 2012 by

It is all to easy to jump to conclusion that cheap is what buyers want. When it comes to insurance, cheap can often (but does not always) mean cutting your nose to spite your face. It’s great when value also … Continue reading →

Posted in Buyer Behaviour, Client Value | Leave a comment

Really Listening to Clients and Solving their Problems (rather than looking for quick wins)

Posted on December 7, 2011 by

I had an insightful chat with a valued client of mine today. He has many of the attributes of an ‘ideal’ client for most wealth management businesses. And yet he has been underwhelmed with the level of advice and service … Continue reading →

Posted in Buyer Behaviour, Client Engagement | 1 Comment