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Selling “Change” In Your Practice Is a Process
by Tony Vidler In times of great change, as we are currently facing, there is a prevailing thought amongst most business owners or managers that they are responsible for making the necessary internal changes to deal with all those external changes. Apart from the risk to the sanity and health of anyone running a practice […]
by Tony Vidler Sooooo much is done via digital engagement today by our clients and prospects that there literally hundreds of “moments of truth” for our practice on a daily basis. A “moment of truth” is that instant during interaction with our firm when a customers expectations are tested. The rise of digital interaction means […]
by Tony Vidler I get it: coming up with a competitive strategy can be hard. But it is even harder if you don’t know what “strategy” is to begin with. And if you don’t what strategy is and haven’t deliberately decided what yours is, then you are destined to bob along in the general stream […]
by Tony Vidler One of the best management tools anyone has is the Key Performance Indicator – or KPI – as it has the potential to drive the right behaviors that lead to the right results for a practice. The caveat to that is that the KPI’s must actually be about the right things. […]
by Tony Vidler Advisers attend plenty of webinars, but very few seem to use a webinar marketing program themselves for marketing to potential clients, and it is a marvellous opportunity (if done well) to really position your expertise. Prospects generally have no issue tuning in to watch broadcasts on any number of areas of […]
What A Practice Needs In Order To Achieve Exceptional Growth
by Tony Vidler Not everyone wants to have a business which achieves exceptional growth. Some want a business which just produces a steady income, or a job, and that’s ok. If on the other hand you aspire to have a high growth firm there are a couple of pretty important strategic decisions to nail. […]
by Tony Vidler Succession planning is a major issue with an ageing adviser force, many of whom are wondering how to get their decades of accumulated equity out for their own retirement in the next 10 years. The most popular strategy for making that happen is find somebody who will come into the practice, learn […]
by Tony Vidler Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into […]
by Tony Vidler There’s a classic cartoon that shows the way forward for advice firms when it comes to how they must evolve. It is called “The evolution of an entrepreneur” and even though it is aimed at those starting out, it captures where the advice industry has come from and where it currently sits […]
Should Advisers Be Selling Coffee Instead Of Client Service?
by Tony Vidler Do you remember when petrol stations competed on client service? Fundamentally they were all selling the same basic commodity, at about the same price, to anyone who drove up. That included the regulars who lived in the area and who had high lifetime value and the out-of-towners cruising through who just […]