Advice Processes

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The Right Way To Present An Advice Recommendation
by Tony Vidler        When you are presenting quotes or recommending product solutions, are you still giving the prospect a few choices, like 3 perhaps? Don’t do it.   Consumers are onto it, so as a “sales technique” it loses impact…and it was never fabulous technique to begin with.  More importantly, it undermines your professional […]
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If you want people to buy your advice, then dumb it down!
by Tony Vidler        When it comes to getting someone to buy your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“.   There is a big difference between “dumbing it down” and treating people like dummies.  The first is about simplifying the message in order […]
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Are you offering Advice clients Fast Food or Fine Dining?
by Tony Vidler        Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience.  Both do the job, albeit in different ways.  But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]
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How to create a PROCESS to validate your product recommendations
by Tony Vidler        Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better.   This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]
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Professional Selling: It is a real thing!
by Tony Vidler        Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do.  I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional.   While there is an absolute requirement to place the clients interests above all […]
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