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2 - Benchmarking Beats Best Practice !

Updated: Dec 19, 2019



Four reasons why engaging with clients on what’s happening today in their markets is more valuable than selling the future!


1. Pioneers are Rare

Not many clients like to venture into unchartered waters, and there is very rarely a first mover advantage from what most of us are selling!


2. Industry Standards Carry Weight

Everyone likes to compare themselves against their peers, if only to keep one step ahead!


3. Incremental Progress Sells

Most clients have exposure to best practice. However, it’s much easier to sell the end game in bite size chunks!


4. Replication is Profitable

The successful advisor seeks opportunities to leverage off the work delivered to one client to benefit another. Not everything has to be bespoke!

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