Conspicuous Cognition is the new status of the professional elite according to Dan Williams, it is signified by certificates, awards and similar hobbies. Dan says professional advisers need to rethink how they deliver knowledge with respect and sympathy for the person to whom the knowledge is needed to navigate the complex world in which we live. If professional advisers want to improve the profitability of their organisation they need to understand what it like to be a client and adopt some psychological methodologies to improve profits by adopting a ‘Client First’ approach which is set out in the Club’s training program and Executive Briefing.

Expanding for growth by opening regional offices where overheads are lower should not be embarked upon until a thorough investigation has been made into what clients want and what they are prepared to pay for. Are they fully briefed as to the benefit of the service rather than the facts and are they prepared to pay more for a CMP (Client Mapping Practitioners) accredited adviser?

The famous Stella Artois slogan ‘Reassuringly Expensive,’ is worth noting because the service of a professional should not just be about fees. A lesson can be learned from the luxury industry. Making a client feel special is essential. In luxury hotels, clients will pay more to have a butler who will book their restaurants, reserve the best sun loungers and provide them with a cool box stocked with all their favourite snacks and drinks.

Maybe clients will pay extra to have a professional adviser who can be contacted 24/7 and provide recommendations to any other adviser they may need, regardless of location or skill.

If professional advisers shift their focus away from their skill and expertise towards the client and their needs, the demand for their services will undoubtedly increase as will the profits.

Alistair Beddow of Meridian West asked professional advisers whether they knew the client type which produced the most profits. This is not the same as knowing which clients produced the most revenue. If the client wants discounted fees and an urgent turnaround without paying more, or pays the invoices late, these clients may not be the most profitable.

If a professional adviser does not know the work and client type which is the most profitable then they will not be able to be strategic in getting more of the better quality work.

Then it is essential to brain storm what other professionals they work with, a banker, accountant, tax specialist and if you don’t know ask them. Then actively seek out these professionals to network with. This is ‘Client Mapping’.

The innate fear of the influence of strangers is the reason why only three percent of any audience will be interested in the facts about a product being sold. This fear can be sidestepped with repetition, but this is time consuming and still produces a low return. The more effective methods are education, case studies, reciprocation and aggregation. Caroline’s Club has combined all four to devise a methodology which works in getting your message across direct to your target audience.

In this article we examine the differences between facts, benefits and education. Facts are boring and arouse the left brain to question whereas benefits arouse good feelings and decisions then become a no-brainer. Education is about learning more about what you find interesting not the facts about what is being sold.

Professional Advisors make up the largest industry sector in the country, they must therefore lead the world in becoming the best in improving business skills, innovation, productivity and levelling up.

Professional advisers do not like to make their professional advisers redundant to increase their profitability - but this trend is on the increase. Even so little is offered to professional advisers to improve their profitability by way of training, mentoring or guidance.

With my experience as a leading lawyer and head of the private client department at Simmons & Simmons, a background in psychology and contributor on tax and trusts to the FT for twelve years I decided to research how to make a profit. This short questionnaire gives an insight into the topics covered.

Most professional advisers could be more profitable. They are not taught how to win quality work and their networking produces only a modest return on investment.

Our Executive Briefing gives you 12 ways to improve your profitability. Take our test to find out.

We can then book a meeting to take you through our Executive Briefing and Workshop.

Philip Coggan writing in the financial Times says the economy needs growth to square the circle between the eagerness of voters for increases in public services and their dislike of paying more taxes.

The UK is a provider of professional services. The aim of Caroline’s Club is to increase revenue, cut costs and save time, through its methodology, tools and training. A start towards fixing broken Britain.

I your organisation is not strategic and collaborative, you are probably busy, working hard but not as profitable as you could be. Pareto identified that 20% of work produces 80% of the profits. Caroline’s Club teaches you how to focus on the profitable 20% and gives you the tools you need to deliver it. If you would like to find out more book a slot to watch a brief presentation by phone on 07979 188 288 or email on caroline@carolines.club

Knowing how our brains motivate us is key to achieving our ambitions and winning our goals. We need to think SMART, our goals must be specific, measurable, achievable, relevant and timely. Using our online training program winning businesss is not a random shot in a blizzard but a strategic plan which can grow your business, build trusted relationships with clients, build good working relatinships with contacts integrate your practice areas and grow your revenue.

Is it important to attend events to originate business? Does it depend on who attends and what are the topics for the speakers? Would you like the opportunity to speak even if only for three minutes?