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What are you offering clients: Fast Food, or Fine Dining?
by Tony Vidler In the absence of a clear and compelling value proposition for a customer, planners will often struggle to obtain buy-in from prospective new clients. We name what seems to be an expensive fee, and in return we try to convince them of how magical – or predictable – our process is, and […]
by Tony Vidler Whether we like it or not there is always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often hear planners […]
by Tony Vidler Customer complaints are a fact of life. It is virtually impossible to run a service business where everyone is happy 100% of the time, as human beings are involved and they are unpredictable creatures. The art of good customer complaint handling is knowing when to fight and when to just fix it. […]
by Tony Vidler You should always be closing, right? No matter what else you are doing with prospective customers, and no matter what they think they want, you should always be pushing to close the business and make a sale. Really? Does ANYONE want to be the customer in that type of […]