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Who is paying who?
by Tony Vidler Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions and conflicts of interest increases in financial services. That’s a great thing for professional advisers. It is however a question that many struggle to answer adequately when commission on products […]
by Tony Vidler We know intuitively that when we socialise with key clients it builds trust and ultimately leads to more business. More conversations create more opportunities, right? What we don’t know though is how much more business it leads to…so we often wonder how much more we should socialise with key clients, […]
by Tony Vidler Getting more referrals from existing clients and relationships is often a challenge, but one which can be overcome with a little more thought. Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”. Being thoughtful about how you deliver a gift and how you express the thanks […]
by Tony Vidler Professionals should take a leaf out of George’s playbook and share their story. Be like George. Who is George? He’s just a young man who is trying to get ahead in life and who took the initiative to get out and start marketing himself – and is doing […]
by Tony Vidler Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is. Basically it comes down to us not looking good enough on line. Todays referrals often do a quick search before deciding whether to meet […]
…so, WHICH urgent AND important person comes first?
by Tony Vidler The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and accept” – hanging up on your best client? Do you ignore your COI? Are you […]
Answer the only question that matters and prospects will do what you want
by Tony Vidler The W.I.I.F.M. – The big “what’s in it for me?” question is the only question that matters to a prospect isn’t it? Strip away all the behavioural psychology and best practice advice process…forget sales technique and cunning tactics to trick people into opening their wallets. Just answer this question at […]
“My Phone is My Life” – Smartphones mean smarter marketing is needed
by Tony Vidler Today’s professionals know it because we are them: Our smartphone is our life. Is our marketing smart enough in the smartphone world though? In little old New Zealand alone there are now more phones than humans, and 70% of the humans are using smartphones. In fact they are using […]
by Tony Vidler To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time. It is a little like trying to play golf: there’s a heck of a lot […]
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 […]