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Get enthusiastic if you want clients to engage you
by Tony Vidler        Here’s a simple thing to do if you want to have more clients engage you:  Get enthusiastic about it.   Professional advisers have become dreadfully serious people with the  focus on process and technical knowledge.  Not surprisingly the work for many has become more of a drag and the whole process […]
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poor-prospect
7 Warning Signs That The Prospect Is Wrong For You
by Tony Vidler        No matter how hard you try to get it right, sometimes the prospect is wrong for you.  You are wasting your time and would be best to just cut your losses and move on quickly.  They are not a right fit for you, or you are not a right fit for […]
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How Much You Know Is Not That Important
by Tony Vidler        Professional financial advisers know way too much to be used in any given client meeting or engagement.  Yet too many think that how much you know is what matters.  One of the great skills of the super successful professionals in fact is figuring out what stuff they know which is not […]
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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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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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How To “Up-Sell” Your Advisory Services
by Tony Vidler        There are many advisory 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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Fighting Off The “Free” Advice Competitor
by Tony Vidler        “Free” advice is never actually “free”, is it?   None of us are silly – including the people we are talking to as prospective clients.  Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]
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Make your professional designations mean something to clients
by Tony Vidler        Why aren’t more financial advisers using their professional designations and qualifications better? There is no doubt that there has been an increasing proportion of advisers pursuing professional designations, and an increasing number of niche choices in doing so, and there are more advisers with more acronyms than ever before.   Do […]
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task-management
Productivity Tip: Prioritise the Activities that Yield the most
by Tony Vidler        Managing time is not a productivity tip.  Time ticks on regardless and you can’t “manage” it.  What you can do is prioritise how you use it. So here’s the top productivity tip: To handle a significant workload AND get the results you want you need to prioritise the activities that yield […]
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professional-process
Professionals Have, And Use, Processes
by Tony Vidler        True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven.   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 […]
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