Zurich Roadshow

Tips and Traps how to succeed in these difficult times

Last week I was fortunate enough to go on the Zurich Roadshow as part of winning the 2018 Association of Financial Advisers (AFA) Adviser of the Year award.

It is an honour to be one of the winners of our industry’s most prestigious awards but more importantly, it gives me a chance to give back to the community and to try and help out other advisers as I feel that typically we have done a lousy job of looking out for each other.

So with that in mind, I went into the roadshow feeling very comfortable that I was going to give my best tips away.

The Other Speakers

But before I get to those I wanted to make a quick comment on the other speakers.

We did three states this trip and had three AFL people talking about mental health and wellness. I really didn’t understand just how much importance the AFL places on this for their players and coaches and it really made me think that in our own worlds we need to pay more attention to this space.

We then had Christopher Savage speak on how to accept the disruption that happens in our industry and to not just think with our IQ or EQ (Emotional Intelligence), but CQ (Change Intelligence). We need to embrace Change and get on the front foot and not be reactive and victims to it. Chris also spoke about the importance of Trust and has published on his blog the Trust test. Check it out here.

AOTY and POTY 

So I had to use acronyms. The Wealth Designers from Perth won Practice of the Year and Their CEO, Troy MacMillan came across for the East Coast trip. In our session there was a nice Q and A session around FASEA and the Royal Commission but the things I thought were most valuable as I was looking to the audience was when we talked about the need to have confidence and self-belief in that we genuinely do as industry try and help people and many of us go well above and beyond.

Sure there are a few that drag us down but the majority of advisers i know really try and help people and i am really positive about our industry going forward. If we can get through these periods of uncertainty and focus on the things we can control and remember what our vision is, then I think most advisers will be able to turn this disruptive headwind into a strong tailwind.

Some of the other points that were made were to learn how to effectively delegate, hire great people and pay them well, strategies to overcome buyers remorse, learning how to show the value of advice to clients as well as general discussion.

I sincerely hope that the sessions would have helped some advisers who are sitting in their offices a bit fatigued get the boost they needed to go out there and continue to do what they are great at.

Key to our business is to be in front of clients so instead of doing a google or facebook ad strategies go and see some clients, either existing or new, and business will come from that.

Sincerely,

Hugh Robertson

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