Advice Processes

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 299 other followers

sidebar_tony
How Much You Know Is Not That Important
by Tony Vidler        Today’s professional knows way too much to be used in any given client meeting or engagement.  One of the great skills of the super successful professionals in fact is figuring out what stuff they know which is not useful to any particular client, and then not using it.   That shouldn’t […]
Read more.
compliance-focus
Client Focus or Compliance Focus?
by Tony Vidler        I support a compliance focus 100% ….but I support a client focus 100% too.   All too often it is impossible to achieve 100% for both simultaneously though.   Where does a professional compromise? Or does one not compromise?   I think this picture captures the challenge of delivering compliant “best […]
Read more.
fixed-fee-advice
Scope Creep: The Number 1 Problem In Fixed Fee Advice
by Tony Vidler        “Scope Creep” is the killer for the Holy Grail of professional services business models.  That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income rolls in month after month.   Fixed fee advice being delivered on an ongoing basis is a […]
Read more.
join-work-with-client
How to make joint client work fair
by Tony Vidler        More and more advisers are doing joint work with clients and many still haven’t figured out a way to fairly apportion the responsibilities or revenue for long term success.   Everyone begins with great intent and all focus is on doing the best they can for a client. Often the bulk […]
Read more.
practice-management-focus
Focus: The key to work-life balance for advisers
by Tony Vidler        Focus.  It is one of the noticeable differences between those who are successful, and those who are frustrated.  The ability to focus on the things that matter that is often what separates them.   It is hardly surprising either given that it is definitely harder to be a successful financial adviser […]
Read more.
value-pricing
Creating a Value-Based Pricing Engagement
by Tony Vidler        For all the emphasis upon removing conflicts in client fees there is little being said about value-based pricing in professional services, and yet it is a concept which is most likely to match the clients perception of value with the professional’s desire to avoid conflicted models or time-based billing.   Perhaps […]
Read more.
guarantee-fees
How to introduce a “Guarantee” into your fees
by Tony Vidler        It has been proven repeatedly that providing a guarantee in your fees for prospective clients certainly helps them decide to engage – and it is not a difficult thing to do.   Financial advice fees can seem to be enormously expensive to many prospective clients, and that becomes even scarier when […]
Read more.
visual-aids-in-advice
Use Visuals To Create Better Engagement With Advice
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually.   We all know from personal experience […]
Read more.
delivering the right advice
How To Deliver The “Right Advice” In The “Right” Way
by Tony Vidler        Delivering the right advice consists of getting 2 things right: delivering advice that will work for the client, and delivering it in a manner which will result in the client taking action  upon the advice.   Getting both of those right is no simple thing.   The first of them is […]
Read more.
financial planning process for prospects
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into the financial advice planning process.   The Solution: Show them HOW the process works.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
Read more.