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value-of-advice
Getting Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy you and your advice you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles. The missing ingredient is “beliefs”, and it is understanding the […]
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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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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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get-paid-every-step-of-the-way
How to get paid every step of the way
by Tony Vidler        Financial Advisers often do not get paid what they should for the work they do…and more often than not it is the advisers fault.   I am as guilty as anyone in this respect, and it took me many many years as a practitioner before I actually began to value providing […]
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delivering-profitable-advice
It Is Okay To Be Profitable First
by Tony Vidler        The first rule of business is “be profitable”, and that is a concept which appears to be causing financial advisers especially some real issues.   In any number of countries there is debate driven from government, consumer advocates, regulators and those with a vested interest in improving their own profitability to […]
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client-engagement-process
An advisers engagement process might look something like this…
by Tony Vidler        It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right?   That probably hasn’t happened for 10 years (if ever!).   So how do they decide to buy […]
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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 […]
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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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