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How Much You Know Is Not That Important
by Tony Vidler        Today’s professional knows way too much to be used in any given client meeting or engagement.  One of the great skills of the super successful professionals in fact is figuring out what stuff they know which is not useful to any particular client, and then not using it.   That shouldn’t […]
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How To Make Your Recommendations More Effective
by Tony Vidler        It is tough to get clients and prospects to follow our advice a lot of the time, and it makes a huge difference if we can figure out how to be more effective when giving recommendations.  More people will follow our advice, we help more people get the outcomes they are […]
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Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
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The Customer Is NOT King
by Tony Vidler        The mantra of “customer is king” is rubbish.  And I keep hearing it from professionals as if it were a commandment which, if breached, will send you straight to hell.   A King or Queen supposedly has absolute control. While we know that may not be constitutionally correct in most countries […]
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Professionals Have, And Use, Processes
by Tony Vidler        True professionals don’t just HAVE processes, they use the processes. All the time.   Or should do.   We need to learn from those professions where the outcome of a poor day on the job is literally life or death.  That isn’t generally the case for most professional services providers, however […]
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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 […]
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the sale you have to make
The first sale you have to make is…
by Tony Vidler        There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional […]
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If you have repeat problems, you need a process!
by Tony Vidler        For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued by prospective purchasers. […]
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5 Tips to stop you getting hammered!
by Tony Vidler As financial advisers get to grips with new regulation, rule changes and evolving best practice advice standards they are often losing sight of some commercial reality. All too often I encounter advisers who have themselves been advised by an “expert” of one sort or another that they have serious business issues…or worse: […]
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