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Should Advisers Be Selling Coffee Instead Of Client Service?
by Tony Vidler Do you remember when petrol stations competed on client service? Fundamentally they were all selling the same basic commodity, at about the same price, to anyone who drove up. That included the regulars who lived in the area and who had high lifetime value and the out-of-towners cruising through who just […]
This 1 Thing Could Lose You More Than 50% Of Your Clients
by Tony Vidler For just about any practitioner to lose 56% of their clients in a year would be a disaster. It is enough to jeopardise a practice entirely of course, but even in a best case scenario it will hurt horribly, and for quite a long time. It is a very real […]
by Tony Vidler An area that many advisers struggle with is creating interesting conversations that intrigue clients enough to want to hear more. It is all well and good getting the attention initially, but what do you do next? In the decision-making cycle most humans engage in, getting attention is simply the first step…but then […]
by Tony Vidler One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. It minimises business risk for […]
by Tony Vidler A constant question for many advisers, particularly when they’ve been sitting about over a break quietly contemplating life, is how the financial services industry will look and work in the next couple of years. Here’s the good news: you can lay your own road ahead…especially if you understand the 4 essential concepts […]
Professional responsibility and the court of public opinion
by Tony Vidler As the financial advice industry positively plods its way towards full professionalism one of the many issues it wrestles with is interpreting, or perhaps defining, what professionalism means. Rather than incessantly debating the meaning of the word “professional” itself we should look to other industries and learn from them about how professionalism […]
by Tony Vidler.How much do you really think a good customer is worth to you? Most financial advisers will easily (I hope!) work through the basic formula of the average fee/sale per customer multiplied by the number of transactions they have with you each year, and then multiplied by the number of years you expect […]
by Tony Vidler. A common topic of discussion these days is whether an adviser should buy another practice – or more commonly, whether they should just buy a book of business from another practice. The typical reasons suggested for wanting to grow through acquisition are: 1. Get new clients 2. Increase business […]
by Tony Vidler. The Financial Services Council (FSC) has just issued issued a statement summarising some recommendations they were making regarding national retirement savings, following research it had conducted in New Zealand. The link to the full report is at the end of this article. The report is extremely interesting, though missed the mark in […]
by Tony Vidler. Heaven help us…the financial services sector is apparently getting new jargon! Because we need it. It can only be a matter of time before the new buzzworders suggest we also need new qualifications to qualify for the new buzzword, possibly with a recommendation for new acronyms to describe the new Jargon. In […]