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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 […]
by Tony Vidler 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 printed paper […]
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 […]
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 […]
Robo-Advice is real, and it is here, but there is hope for Advisers!
by Tony Vidler Apparently a high proportion of financial advisers still haven’t heard of “robo-advice”, which is pretty amazing. Of those who have heard of it a fair proportion do not believe that it will have a serious impact upon their business. That is even more amazing to me, although I can see why so […]
The Financial Advice Profession: Are we there yet?
by Tony Vidler It has been impossible to ignore the DoL “fiduciary rule” news out of the States in recent weeks. It has been the dominant story in financial services, and clearly the jury (in the form of market participants) are still divided as to whether it is enough, or insufficient, or perhaps a complete […]
Your Output Problem Is Usually Really An Input Problem
by Tony Vidler I like processes. Financial advisers should like them too. Why? Processes produce predictable performance. That is the entire point of them isn’t it? A process is created in order to ensure that (as far as is possible in our crazy old world) a known outcome will be achieved when […]
In Process there is Profit! (But you DO have to herd some cats to get there)
by Tony Vidler The great news for anybody actually reading this post is that the headline already turned a bunch of your competitors off. That word “process” is just deadly for so many advisers today that too many won’t have bothered reading beyond the word. It has become associated simply with compliance, […]
Trying To Promote Your Independence? Then don’t make this BIG mistake…
By Tony Vidler There is one really big mistake that many advisers who wish to be seen as fully independent make repeatedly. By “independent”, I am not referring to a regulators interpretation of the word, but being an independent business which is not overtly aligned to one or product manufacturers. Running an independent business, and […]
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 […]