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The Rise Of The e-Adviser
by Tony Vidler There appears to be plenty of research from larger markets such as the USA to suggest there is a new type of financial adviser out there, dubbed the “e-Adviser”, who is winning way more business than other advisers are. An e-Adviser is not a robo-adviser either….thought I would just get […]
by Tony Vidler “Two Ears but only one mouth”…blah blah blah…sales training 101, right? We know how important it is to “listen” to clients, and we know the danger of losing touch with what they want and what they are thinking. Every single professional has lost good clients at some point simply because […]
by Tony Vidler You probably want more business for your practice, and almost certainly want to do more business with higher value and more challenging client cases. Well, something has to change. Something has to be done differently to get those opportunities. That something is “marketing”. Your marketing has to change. I […]
by Tony Vidler There is very little in financial services which is quick and easy for consumers really…every decision, every solution, every recommendation seems to be a major journey for them. At least that is what consumers think and say. Those inside the industry think otherwise. But of course we would. The […]
by Tony Vidler If one forms a business alliance and one party gets more out of it than the other, is that alliance likely to last long term? Of course not. It is not equitable. One party at some point is going to feel that the relationship is rather one-sided and and […]
by Tony Vidler Every professional needs to use negotiating skills every week…if not every day. We are constantly negotiating with clients, or on behalf of clients, for a host of things, and it often becomes a source of stress and angst for all parties, with latent dissatisfaction underlying. The reason why that is […]
Get enthusiastic if you want clients to engage you
by Tony Vidler Which one of these 3 is most likely to get the job? Which one are you when meeting a prospective client for the first time, or at the start of an actual client engagement? Professional advisers have become dreadfully serious people in recent years with the shift to a […]
by Tony Vidler We learn as we go in professional services, and that is especially true when it comes to analysing why a marketing campaign was a “fail”. To be fair, few of us are trained in marketing at all so we do have to figure it out as we go along, and […]
Why you should think of Prospects as “an Audience”
by Tony Vidler With the shift to content marketing fuelled by consumer’s online searching, it is essential tor understand who your audience is. More importantly though, it is important to continually think of your future clientele as an audience until such time as they choose to do business with you. “Audience” might seem […]
by Tony Vidler Your marketing objective is simple: Help ideal clients choose you. The most important word in that sentence was “help“, and that is very different to “convince“, which is the typical marketing approach. A great marketing process helps prospects move along the buying (decision-making) path by pre-empting their concerns and need […]