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Top Of Mind Awareness: Being Present Without Being A Nuisance
by Tony Vidler        Promoting our personal professional brand is essentially all about creating top-of-mind-awareness.  Being the person that our target market thinks of, and then calls, when they recognise a need or desire is our goal. We want to be “top of mind”.   To achieve that we must master the art of being present, but […]
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Client Complaints: Fight it, or just Fix It?
by Tony Vidler        Client 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 with ever-shifting expectations.  The art of good client complaint handling is knowing when to fight and when to […]
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Commission-Based Life & Health Advisers Need To Get Moving
by Tony Vidler        There is clearly a mood afoot for various industry stakeholders to see up-front commissions reduce in size in a number of financial products, particularly in life and health insurance products.   It will become a self-fulfilling prophecy of course, as the more it gets debated the greater the acceptance of the inevitability.  […]
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How to balance client time with practice development
by Tony Vidler        A genuine challenge for advice firms right now is balancing client time as well as do all the work necessary to lift standards and improve business systems.  There are after all only so many hours in a day, but then there are deadlines for when new standards and rules have to be […]
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Is Insurance Churn Really The Issue We Think It is?
by Tony Vidler         Any time an insurance product is replaced by an adviser with an alternative one someone begins howling about “insurance churn” or “twisting of policies” and the immediate inference is that something unethical just occurred.  Sometimes that is true of course, and there are undoubtedly bottom feeders in the industry who survive by […]
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How can you be sure your advice passes the test?
by Tony Vidler        The perpetual worry for financial advisers in the often over-regulated environment is “how can I be sure that my advice will pass the test?”   The concern is understandable given that policymakers typically do not understand the difficulty of applying any sort of objective assessment of suitability to professional opinions – which […]
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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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