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If you’re converting only 1 in 10 prospects you have a problem
by Tony Vidler There was a time when converting 10% of your prospects was the path to career success as a financial adviser. Hard to believe perhaps, but true. Everyone starting in a sales role was told to just “see the people, see the people, see the people!”? The expectation was that our fame and fortune […]
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
Fees For Advice: How to get paid every step of the way
by Tony Vidler If advice is valuable then it should be paid for. Getting paid fees for advice alone seems to be an issue as Financial Advisers often do not get paid what they should for the difference their advice makes…and more often than not it is the advisers’ fault. I have been […]
by Tony Vidler One of the biggest issues for advisers is to get clients saving more. Getting them to do now what will be good for later means deferring instant gratification and the constant “we wants”, even in countries where compulsory or incentivised retirement savings schemes exist. A fascinating piece of work for any […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]