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insurance-cover-amount
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 […]
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centre-of-influence
The 4 Parts To Getting The COI Gatekeeper Onboard
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 […]
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great-practice
This is how a Great Practice is built
by Tony Vidler        To make the transition from being a great adviser with a good job to a great adviser with a great practice there are a number of key decision points and areas which have to be done well.  Get them right, and in the right order, and a great professional practice is […]
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insurance-loading
How To Present Adverse Decisions
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 […]
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fee-discount
When – and how – To Discount Your Fees
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. […]
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poor-prospect
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 […]
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grow-people-grow-business
The 6 Steps To Growing Your People
by Tony Vidler        Introducing leverage into a professional services firm is most often done through adding people, and growing the people leads to growing the firm.   Finding and developing the right people is one of the greatest challenges for professional services firms, and also one of the greatest opportunities it has for creating […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
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 […]
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produce-videos
How To Produce Your Own Video’s In The Office
by Tony Vidler        Without doubt the question I am asked most about my own marketing is “how do you produce those videos that you put out each week”.   The ugly truth is that I spend twice as long figuring out what I want to produce a video about than I do figuring out […]
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upsell-services
How To “Up-Sell” Your Professional Services
by Tony Vidler        There are many services which most professionals can provide to clients, and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients.   Up-selling is not the same as cross-selling however, and […]
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