presentation skills

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3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number. Effective presentations are structured in “threes”. It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a […]
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A simple approach to getting clients to ACT now
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  Getting clients to act NOW is a challenge.  Not acting on the advice presents a range of “risks” for clients of course as well as being frustrating for the adviser, and possiblu jeopardising […]
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visuals-sell
Using Visuals To Sell Bad News And Complex Ideas
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling tough ideas, but visuals do sell complex or tough-to-swallow concepts quickly and easily.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids […]
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insurance-loading
How To Present Adverse Insurance Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…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. Not great for the client usually […]
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sales-words
The Words We Use Can Break Or Make The Sale
by Tony Vidler        We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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adviser-beliefs
Can You Explain Your Financial Advice Philosophy?
by Tony Vidler        Any adviser who has studied or has years of experience probably has a financial advice philosophy, even if they’ve never really thought of it as a philosophy. But it is what you believe.   Most experienced professional advisers have formed views and opinions about the right way to do things for […]
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visual-aids-in-advice
Use Visual Aids To Create Better Advice Engagement
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visual aids. They create 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 […]
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financial planning process for prospects
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into your financial advice planning process.   The Solution: Show them HOW the process works before asking them to commit.   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 […]
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How to engage clients in a review of financial advice
How to get clients to act in the short term on long term advice
by Tony Vidler        It can be incredibly difficult to get some customers to act. Especially getting them to act on advice “now” which won’t pay off for quite a long time.   You know they should.  They know they should. They need to get on with it and take some action sometimes. Easier said than done […]
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For Client Presentations Going Low-Tech Works
by Tony Vidler        As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice.  Coincidence?  I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
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