financial adviser value proposition Archives - Page 3 of 17

Be “Someone” if you want to stand out and succeed.

by Tony Vidler A professional service business built around a product is not a good service business. “Someone” is the best service business. A professional service business should be built around either the “service” part, or the “professional” part. Or perhaps both. It is either a “someone” or a “something”, and “someone” is much […]

Understand The Buying Journey To Get More Clients

by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]

Know and Use the Principles Of Influence Deliberately

by Tony Vidler One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by. There are exceptions of […]

6 Things Banks Taught Us About Building A Super Profitable Business

by Tony Vidler The most profitable business to have in financial services is a bank. They know how to make money. They understand that the more you know about your customers the more business you can do with them. Not “will do with them”….but “can”. And that makes a lot of money for them. […]

How could you make your “Advice” become tangible?

by Tony Vidler Sensory sells…having an intangible become tangible absolutely helps people buy. And when it comes to buying “the tangible”, presentation is everything isn’t it? The most ordinary things become something special when beautifully wrapped and presented. The wrapping and presentation creates intrigue and interest and heightens the anticipation and pleasure…. Is it possible […]

Compliant Advice: Here are the only 3 things that matter

by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]

Clients need to be reasonable and meet expectations too

by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]

Building Your Reputation: Talk About The Elephants In The Room

by Tony Vidler When Accountants struggle to be highly trusted then financial advisers are going to have a real battle doing so. If the Accountants only get rated as “Highly trusted” in professional ethics and honesty by less than half the population then what chance that an Insurance Broker will rank higher in the […]

Why didn’t the client call ME?

by Tony Vidler “Our clients did business with another adviser and didn’t call us to do it – Why?” How often have I heard this from advisers? Too often. It is possible that they just don’t think you are very good, or maybe they just don’t like you. Maybe that is why…but then, why […]

Where should your Professional Development focus be: becoming a Brilliant Technician or an Orchestrator running the show?

by Tony Vidler Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously. And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional. They want to develope brilliant […]

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