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Why Your People Fail You
by Tony Vidler        Working with a very good adviser recently who has just taken on staff of his own for the first time in his career he asked me if I could get his new people up to speed for him, as they weren’t quite working out as he would like.  They were failing […]
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out-of-business
Advisory Firm’s That Are “Going Out Of Business” Without Even Realising It
by Tony Vidler        I have a strong sense that a lot of advisory firms are “going out of business” at the moment and don’t even realise it.   Markets are going well, and commission and fee rates are still at the high end of the scale, and there are still plenty of consumers using […]
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join-work-with-client
How to make joint client work fair
by Tony Vidler        More and more advisers are doing joint work with clients and many still haven’t figured out a way to fairly apportion the responsibilities or revenue for long term success.   Everyone begins with great intent and all focus is on doing the best they can for a client. Often the bulk […]
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self-interest-of-centre-of-influence
Appealing to an Influencers Self Interest (but for good!)
by Tony Vidler        An effective method of generating interest with influencers in referring some of their clients to you is appealing to their self interest.   It sounds terribly crass when it is said out aloud like that of course, but let’s cut to the chase. Every professional out there makes a living from […]
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coaching-change
Are You (or your people) Coachable?
by Tony Vidler        I didn’t use to ask this question, but I do now when contemplating taking on new clients:   “I can coach, but are You Coachable?”   It’s a tough question perhaps.  It is certainly a confronting question at the very least.  But is an absolutely necessary question.   It is also […]
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value-pricing
Creating a Value-Based Pricing Engagement
by Tony Vidler        For all the emphasis upon removing conflicts in client fees there is little being said about value-based pricing in professional services, and yet it is a concept which is most likely to match the clients perception of value with the professional’s desire to avoid conflicted models or time-based billing.   Perhaps […]
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cashing-in-on-advice-qualifications
Make your professional designation mean something to clients
by Tony Vidler        In a time where so many professionals struggle to identify and articulate their value to consumers I have to wonder why aren’t more professional financial advisers using their designations and qualifications better?   Does it mean anything to potential clients?   Often it doesn’t.  And the reason it doesn’t is because […]
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increase-business-value
The 4 Key Levers That Create Great Capital Value For A Firm
by Tony Vidler        Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial independence.   Building a profitable business is obviously essential, and it is a more valuable profitable […]
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personal-service
How “personal” should your personal service be?
by Tony Vidler        It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”.  What is a personal service is not necessarily the same as a personalised service, and what is personal to one client may not be deemed as a personal service to another.   So […]
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hiring-an-advisor
The 3 Parts To Hiring An Adviser Successfully
by Tony Vidler        Hiring another adviser to join the team is one of the biggest (and most expensive) steps that any adviser takes in growing their practice.   It is expensive in financial terms, in time, and most importantly in energy and stress. Getting it right is soooooo hard….and getting it wrong happens so […]
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