Advice Processes

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the sale you have to make
The first sale you have to make…
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 credentials […]
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In Process there is Profit!
by Tony Vidler        That word “process” is just deadly for so many advisers today that too many won’t have bothered reading this far…but process creates profit. But Process IS Profit.   “Process” has become associated simply with compliance in delivering financial advice, but process is way more than that.   Processes become the IP […]
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5 Simple Steps To Audit Yourself
by Tony Vidler        How can an adviser be confident their advice is good before trouble starts?  In other words, how do you audit yourself?   There are 5 key things that the adviser must do – and be able to evidence afterwards – to show that they have worked for the benefit of the client, […]
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good financial advice
Are you giving good advice, or giving what they want?
by Tony Vidler        Giving good advice is different to giving people what they want, isn’t it?  Most financial advisers can do both, and many do in fact deliver both. That is, they often give people what they want because that is after all what the consumer wanted….and the consumer is the boss and has the […]
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Making the move from Product Rep to a valued Personal Financial Adviser
by Tony Vidler        Being a valued financial adviser is the goal, right?  Well it is difficult to considered yourself “valued” if you don’t place a value upon your own expertise or worth to the client.  It is even more difficult for prospective clients to consider you valuable if you do not place value upon […]
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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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Who Does That Adviser Work For?
by Tony Vidler        Which financial adviser is going to be right: the one who charges a fee; the one who is “free”; or; the one charging a commission?  Or is it the one who does all of these?     Well I suggest that it depends on what you are hoping for and what you […]
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“Always Be Coaching”, NOT “Always Be Closing”
by Tony Vidler        Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking.  After all, they were taught that “you should always be closing”, right?  No matter what else you are doing with prospective customers, and no matter what they […]
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influencer soft skills
The Adviser as an Influencer
by Tony Vidler        The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made.   In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed.  But […]
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trial closing
Lost Sales Skills? Trial Closing Techniques Are Still Very Useful
by Tony Vidler        Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not.   Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]
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