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Sales Activity Can Be Gamified
by Tony Vidler        Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them.  “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]
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There is a need for speed with lead conversion…
by Tony Vidler        Speed kills…except in sales….there IS a need for speed with lead conversion.  By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true.  Perhaps Maverick said […]
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You get the behaviour that you reward
by Tony Vidler        We tend to get the right behaviour when we see it and reward it repeatedly.  Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it? Here are a couple of real examples of how this plays out: In one instance it was watching […]
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Improve your sales results with a quick “Kerbside Review”
by Tony Vidler        One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (I know…USA spelling, but this concept did originate in America I believe!) If we […]
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Financial advisor sales activity
Slow down and get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slowing Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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Understanding why people buy…anything.
by Tony Vidler        When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”.  If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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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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lead-to-manage
Why Your Staff Fail You
by Tony Vidler        It isn’t terribly unusual to find advisers taking on staff and being disappointed reasonably quickly, as the staff fail to deliver quite what the adviser expected or was  hoping for….   So why do your people fail you?   I don’t believe they do usually….I think we fail them.   Let’s […]
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action-plan-for-effective-results
The Weekly Action Plan That Produces Consistent Results
by Tony Vidler        Having an action plan for every working week that produces consistent results is a challenge for many professionals.   Part of the challenge is that outside forces place a lot of emphasis upon “doing things right”, but the commercial needs of the firm or individual practitiioner need to be to be […]
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How Great Regular Producers Stay In Top Gear
by Tony Vidler        Great regular producers are those who continually deliver good revenue results every week or month (depending on what your measurement period is).  Week in, week out, they never miss a beat and just keep pumping the numbers through.  They are elite.   Elite high performing advisers, like elite athletes, have high performance […]
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