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If you want prospects to "buy you", then dumb it down!
by Tony Vidler One of the best tips I can give anyone in professional services is “dumb it down- but don’t treat people like dummies“. There is a big difference between “dumbing it down” and treating people like dummies too. The first is about simplifying the message in order to be effective, whereas the second […]
Being There. Maybe that is what Advisers are not doing well.
by Tony Vidler I’ve just been reading through a very interesting piece of research that came out of the last census here in NZ, compiled by Statistics NZ, and it immediately highlighted some problems in our process as advisers that suggest we may be missing the mark with many consumers. The key statistic that […]
An Accurate Prediction on "Changes" for Financial Advisers
By Tony Vidler I was moved to dig out my copy of “Who Moved My Cheese” this week, and a quick review of it again made me think that it is a very handy reference guide for financial advisers the world over right now. This easy little read is all about the process and the […]
What are you offering clients: Fast Food, or Fine Dining?
by Tony Vidler In the absence of a clear and compelling value proposition for a customer, planners will often struggle to obtain buy-in from prospective new clients. We name what seems to be an expensive fee, and in return we try to convince them of how magical – or predictable – our process is, and […]
by Tony Vidler Whether we like it or not there is always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often hear planners […]
Professional Development For Financial Advisers Requires More Than Academics
by Tony Vidler One of the positive changes for financial advisers in this part of the world in the last year was a broadening of what can be considered Continuing Professional Development (CPD). Now, instead of solely focussing upon technical learning, we have a regime where authorised advisers have to map out their own […]
Financial Advice: You CAN Be Compliant Without Being Dull
by Tony Vidler The Annual Review process for financial advice clients is often seen as a rather hum-drum thing by the clients themselves, and getting them to engage in it can be a real challenge for advisers. It doesn’t have to be of course. With a little imagination it can be positioned as […]
by Tony Vidler In any organisation a person tends to rise to their level of incompetence. This is just as true for the self employed Principal of a professional services firm as it is for the staff member in a large corporate. Actually, I believe that it is THE reason why so many […]
Cost is not just Price: Put Adviser fees into perspective
by Tony Vidler A stumbling block for many professionals with their clients is the “cost discussion”, and it is a stumbling block because more often than not the entire conversation revolves around just one of the cost components. All too often the cost of financial advice centres upon just the price…and there is […]