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YOUR need will kill the sale
by Tony Vidler I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients. It kills sales. Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
by Tony Vidler We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”. They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of people […]
Use Visuals To Create Better Engagement With Advice
by Tony Vidler Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually. We all know from personal experience […]
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 […]
…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 […]
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 […]
5 EASY Ways To Use Social Media To Get Noticed By Your Prospect
by Tony Vidler Advisers keep saying that they struggle to get noticed by their ideal prospects. Advisers also keep saying that they can’t see the point of social media. Uhhhmmm….maybe the thing they can’t see the point of is the very thing that will fix the other thing? Let’s say you […]
How to close out the phone call to get your desired action
by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]
by Tony Vidler Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it. As I have stressed throughout this mini-series, there is structure and methodology in building […]