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8 Seconds to Get – or Lose – That Prospect
by Tony Vidler You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than many realise. In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
by Tony Vidler The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also. In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”. This last one evolved over time […]
How to get Clients to agree to the right cover level
by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]
by Tony Vidler Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I love using digital and leveraging it to communicate to as many people as possible, and it […]
by Tony Vidler The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them agreeing to let you in. It makes sense to address those 4 things right at the outset and […]
by Tony Vidler That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Presenting these adverse decisions such as […]
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. […]
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler No matter how hard you try to get it right, some prospects are just not right for you. You are wasting your time and would be best to just cut your losses and move on quickly. The problem we have is that often we don’t figure that out until we […]
by Tony Vidler When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business. The actual words that we use convey emotion, bias, judgement, attitude….all heavily influential aspects in having […]
by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]