The 3 ‘I’s for Successful Selection

  Some 20 years ago I met with Ken Wills who had just retired as Sales Director of The Equitable Life sales-force. This particular sales-force […]

Time Management #1 – an introduction

It’s the big question that every recruiter of salespeople in financial services asks over and over again: what are the key features that make up […]

Candidate Selection Rule #2 – The Best Guide

  Actually the full Rule is: “The Best Guide to What a Person Can Do is What they have already Done.” If you have read […]

Time Management #2 – Are you Independent or Dependent?

An old colleague of mine used to say “When we come into this world we don’t come equipped with an instruction manual”. Too true… We […]

Candidate Selection Rule #3 – People are a product of their Past

  It follows that if a person is a product of their past, then you need to know all about them. Again, this follows from […]

Candidate Selection Rule #4 – Know your Candidate Warts and All

  Since you may employ him or her as they are today, “warts and all”, you want to know about their present circumstances, including the […]

Candidate Selection Rule #5: Let Them Talk

  You will learn more about a candidate from their lips than from your own. Let them talk. Resist the temptation to tell them all […]

Successful Selling 6 – Disciplined Approach

We are talking about time-management here. And it is the inability to manage their time that causes most salespeople to fail. I have rarely seen […]

Candidate Selection Rule #6: Keep Them Talking

  Keep candidates talking about themselves. Don’t let a candidate trick you with a discussion on sport in general, or what you both thought of […]

financial services interview technique

Candidate Selection – Rule #7: Keep them to the Facts

What a candidate plans to do is pure hypothesis. What they have done can be checked. Keep them on the track and keep a careful […]

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Candidate Selection – Rule #8: Check References

After the interview get on the phone to a couple of past employers. Identify yourself and your organisation, mention that a prospective employee has given […]

What Recruiters want from prospective Financial Advisors

  Let’s not kid ourselves here – moving overseas will be an unsettling and challenging experience. Changing jobs is traumatic enough on its own, but […]

Simon Selects – Kuwait

A recent opportunity that really appeals to me is for an International Financial Adviser to join a well-established Financial Services Practice in Kuwait. With 5% […]

The Negative Forces Setting a Salary

  Let me tell you how I believe a salary is set. Jill Boss has a particular clearly defined job to get done. She wants […]

Spotlight on Expat Living – Hong Kong

Living and Working in Hong Kong Hong Kong is fast paced, in your face, and, for sheer impact and vibrancy, cannot be beaten in Asia […]

Spotlight on Expat Living – Singapore

Singapore – The Market Everything in Singapore is so efficient, so ordered and so clean that, once you’ve worked there, it really is a very […]

The 3 ‘I’s for Successful Man Management

In 1981, Brian attended his first management training session. He was fortunate to spend this particular week with a man named Robert Jackson who had spent […]