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Commissions, Conflicted Advice…and finding common ground
by Tony Vidler has happened. Life Insurance sales commission in Australia is regulated to lower levels, albeit with a phase in period. (See: Life Insurance Commission Reform is Happening In Australia)   The arguments have at times been ferocious, and those arguments are being watched closely in other jurisdictions such as New Zealand.  Here one […]
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Bad News For Advisers: The Regulators aren't finished with you yet!
by Tony Vidler The storm is quietly building…..In the UK, the USA, Australia…and now New Zealand. On the off-chance that some financial advisers have been thinking they have finished going through all of their regulatory reform, allow me to be the bearer of bad tidings.  There is way more to come. The Regulators aren’t finished […]
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How to create a PROCESS to validate your product provider recommendations
by Tony Vidler Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better.   This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers continually find themselves being called upon to “sell”. A large problem for many newer advisers is that nobody is teaching them how to sell.  And being able to sell is critical to being able to open […]
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Complaints: Where is your exposure in reality?
by Tony Vidler Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane: Sure it is a drag for everyone involved – including clients – when compliance requires a bunch of stuff being put into writing that nobody involved in the process actually is terribly interested in. […]
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It’s A No-Brainer: Get Better Email
by Tony Vidler Possibly THE most important marketing tool any professional has is their email.  It is the critical link between marketing and sales….the thing that connects the leads, or opportunities created by your marketing efforts, into engaged prospects and ultimately clients.   The funny thing is nearly everyone understands how important it is to […]
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Pro Bono work: is there a different professional standard?
by Tony Vidler Why would pro bono clients deserve any lesser standards of ethical behaviour, professional competency or application of skill? Logically the answer must be “they don’t” – they are entitled to the same levels of professional care, diligence and skill that a professional would bring to a commercial engagement. Ultimately the pro bono […]
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Professionals Perform Under Pressure
By Tony Vidler Late last night we got one of those dreaded phone calls, the sort that turn people’s worlds upside down…the sort that make business, and blog posts, and diaries become insignificant distractions.  But this post isn’t about that. This morning as we juggled the things that have to be arranged, or re-arranged, one […]
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banks are good for financial advice businesses
Banks will help create valued advice firms!
by Tony Vidler Here’s a counter-intuitive thought: Banks could be very good for boutique financial adviser businesses. The conventional thinking is that banks are bad for independently owned adviser businesses….”banks are rapacious profiteers who wish for nothing more than monopoly” seems to be the current mood amongst advisers. The more I think about it though, the […]
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The senseless search for the Holy Grail of Independents
by Tony Vidler It is no surprise really but we have just found out that the cupboard is almost bare of independent investment advisers in New Zealand.  In fact, there are simply not enough to go around. If all of the NZ adults who are in the top income quintile sought advice from an AFA […]
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