Financial Planning

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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount their fees, as it tends to undermine their entire value proposition.   Discounting fees usually moves a professional from being an expert with highly specialised and valuable knowledge to someone simply selling hours of billable time in a consumers mind. […]
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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 […]
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invest-in-people
Great Returns Come From Investing Time In Your People
by Tony Vidler        Professional advisers have never been under more time pressure than they are today, and of all the things they could be investing time in the one which is easiest to defer is investing that time in their people.   Everything is else is more pressing and demanding than a practice leaders […]
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client-contact-frequency
Client Contact Frequency: does it really matter?
by Tony Vidler        The question of whether client contact frequency makes a discernible difference to the strength of the adviser-client relationship, or enhances the perceived value of the adviser to the client, is one which still perplexes the industry.   Professional opinions from marketers and consultants, and amongst advisers themselves, vary enormously on the […]
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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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