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client-is-king
The Customer Is NOT King
by Tony Vidler        The mantra of “customer is king” is rubbish.  And I keep hearing it from professionals as if it were a commandment which, if breached, will send you straight to hell.   A King or Queen supposedly has absolute control. While we know that may not be constitutionally correct in most countries […]
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do-you-know-your-customer
Re-think what you THINK you know about your customers
by Tony Vidler        I think that it is time to re-think what advisers think they know about their customers.   Insurance is sold, it isn’t bought, right?   People don’t value advice, right?   Really?   If you haven’t had a look at the excellent “World Insurance Report 2016” by Capgemini then you should, […]
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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 […]
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cashing-in-on-advice-qualifications
Make your professional designation mean something to clients
by Tony Vidler        In a time where so many professionals struggle to identify and articulate their value to consumers I have to wonder why aren’t more professional financial advisers using their designations and qualifications better?   Does it mean anything to potential clients?   Often it doesn’t.  And the reason it doesn’t is because […]
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professional-process
Professionals Have, And Use, Processes
by Tony Vidler        True professionals don’t just HAVE processes, they use the processes. All the time.   Or should do.   We need to learn from those professions where the outcome of a poor day on the job is literally life or death.  That isn’t generally the case for most professional services providers, however […]
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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 […]
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who-pays-advice-fee
Who is paying who?
by Tony Vidler        Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions  and conflicts of interest increases in financial services.   That’s a great thing for professional advisers.  It is however a question that many struggle to answer adequately when commission on products […]
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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 […]
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importance of frequent contact
The Importance of Frequent Contact
By Tony Vidler, CFP CLU ChFC Professionals underestimate the importance of frequent contact with clients and prospective clients. “Frequent contact” does of course mean being in touch often. How often is often enough though?  For a long while the mantra was “be in touch every 90 days”, and that was in a time of expensively […]
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soft dollars adviser incentives
Soft Dollars are terminally ill….thankfully
By Tony Vidler, CFP CLU ChFC I’m calling it: Soft dollars for financial advisers as we know them today is officially “terminally ill”.  Their death is not quite guaranteed, but the odds are very high that they shall die soon’ish…  But I personally think they will die far faster than most expect.  And thank God […]
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