Financial Planning

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unbundle-financial-advice
Get More Business By Unbundling Planning
by Tony Vidler        Planning is often HUGE to a client, and that is itself a barrier to engagement. Unbundling the planning process can create higher numbers of prospects and clients engaging with you, and lead to higher plan fees.  That’s a surefire recipe for greater revenue levels for a practice.   When we try […]
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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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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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valuing advice
Properly Valuing Your Advice
by Tony Vidler        I am really poor at valuing the advice I give.   Always have been I think.   But then, that isn’t unusual for financial advisers is it?   In my experience most financial advisers are poor at valuing the advice they give.  This is despite a number of excellent studies highlighting […]
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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 […]
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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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Position Advice Properly – as Coaching!
by Tony Vidler        The perennial challenge in selling advice is positioning it as valuable, and we should think and talk of it as it really is: coaching.   Giving advice is all about analysing the desired outcomes for clients, weighing up the possibilities, deciding on the optimal way forward and then managing the behavioural […]
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