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Give yourself a better chance of having prospects engage you
by Tony Vidler        There is one simple thing that advisers should do to improve the probability that prospects will engage: Talk about the outcomes you create for clients rather than talking jargon.   In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]
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There are 2 big questions before you fire a client.
by Tony Vidler        I encourage you to try this: fire a client. It is liberating, and it moves your thinking and sense of self worth onto a different professional plane.  Pretty much everyone who has been in professional practice for more than a year has at least one or two clients who are just a […]
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Practice Growth Requires Leadership More Than Management
by Tony Vidler        The most frequent thing I see that prevents great practice growth and holds advisers back from developing their dream business is a lack of vision.   I don’t mean “vision” in the namby-pamby buzz-word sense of having a beautiful set of words on a plaque on a wall that nobody really cares […]
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Maybe the client IS the problem
by Tony Vidler        What you think is the problem is not always actually the problem.  Sometimes the person is the problem. Sometimes, maybe, the client is the problem rather than you.   Before talking about clients though allow me to use a non-client example.  Picture the scene: a partner in a practice is telling me […]
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Financial Advisers Problem? Offering To Do Too Much
by Tony Vidler        Advisers have a few problems these days.  The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning.   […]
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Why not have everyone as "A" Clients?
by Tony Vidler        A Clients are just your best ones, right? Why?   The concept of segmenting clients into different categories is driven by the desire to introduce efficiency into a practice while recognising that not all clients are of equal commercial value to the firm.  It is also a way of recognising that not […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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One tactic to make people remember your message…in just another moment…
by Tony Vidler        Ever wondered why infomercials or news broadcasts come up with lines like this: “XYZ Corporation closed its doors on customers today leaving 10,000 without the products they had paid for already…more on that shortly.”   The “more on that shortly” part creates intrigue of course….but the reason why TV stations do this […]
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How to take the “R” out of FREE Advice
by Tony Vidler        Traditionally the financial services sector has been almost entirely remunerated via commission, and many advisers are now grappling with the basic question of “how” to make the transition – even if only in their minds – from working solely on commissions to charging clients directly for advice and/or service. Consumers perceived […]
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Nobody Believes Your Advice Can Be Impartial AND Free
by Tony Vidler        The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might be free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
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