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Try giving clients the Red Carpet treatment
by Tony Vidler        What is more effective: running a client seminar with 100 guests, or running 5 “red carpet” client events of only a dozen or so at a time? Research suggests that the best financial advisers tend to run smaller and more intimate client appreciation events, and do them regularly. The best advisers […]
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The 3 Main Considerations In Practice Development
by Tony Vidler        When it comes to practice development the owner must consider 3 general areas which drive the growth and value of the business, and each of those has some sub-sections. The 3 areas to consider are: Creating the physical Capacity to ‘grow’ volume Developing Capabilities of the professionals within the firm Creating and […]
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A Value Creation Model For Advisory Firms
by Tony Vidler        Challenging times test whether we are truly delivering value, and whether we have a good value creation model for the advisory firm.  Is the practice focussed upon the areas where it can improve in its value delivery to clients…does it even know which areas they are?  Where do we need to […]
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adviser-planning
How will this year be better?
by Tony Vidler        Just one question should be dominating practitioners minds at this stage of the year:   How will this year be better? HOW is the critical word here. Advisers are usually great at setting goals and targets.  They are great at analysing and doing the numbers that tell them what activity at […]
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5 Points Of Competitive Difference In Choosing Product Suppliers
by Tony Vidler        Often it seems there is little difference between product suppliers in financial services, with one fund manager looking similar to other fund managers, and one life insurer offering essentially the same products as other life insurers…how do you decide which product supplier is right to work more closely with? When it […]
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The Strategic Evolution Of Advice Firms
by Tony Vidler        The evolution of advice firms into different service and revenue models is happening already of course, but the majority of financial advisory firms appear to still be trying to figure out what the next evolutionary step might be. There’s a classic cartoon that shows the way forward for those advice firms when […]
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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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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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Here is how to work out WHERE to compete
by Tony Vidler        A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts.   Once the target market clients have been worked out (so we know who we want to appeal to) we have to decide […]
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YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients.  YOUR need will a sale.   Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]
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