Product pushing is trying to sell a number of different products or services to clients irrespective of their needs. We've all experienced the stereotypical insurance salesperson who is only interested in getting the sale. As the client, in this situation we want to run for the hills or blow up the phone.   Accountants fear the product pusher...

Our behaviour responses are so beautifully captured in the acronym ' OARBED ' - the  OAR (Ownership, Accountability and Responsibility) representing above the line behaviour while   BED (Blame, Excuse, Deny) is below the line.   This concept is  easily demonstrated through the child's mind.  For example, perhaps your children...

Holding a good conversation is an underrated, but required, skill in our industry.  This separates good advisors from excellent coaches.   It's easy for accountants to fall into an advisory rut, cutting to the chase, always giving the answer - delivering advice based on experience and knowledge.  While this will always be a necessary part of our role, if we don't vary our approach we can...