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Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so.  If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
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Reward the right behaviour – or it will kill your practice
by Tony Vidler        We tend to get the behaviour which we reward repeatedly.  Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it?   Here are a couple of real examples of how this plays out: In one instance it was watching a previously excellent professional […]
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How One Successful Financial Planner Gets New Business (part 2)
by Tony Vidler         Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful.  The constant question is: “What are others doing that are successful for them?”   In a previous post one leading financial planner shared where he gets his new business from, and the […]
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Understanding The Client Buying Journey Will Get You More Of Them
by Tony Vidler         The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly  frustrating affair for all parties.  It is less frustrating if we understand what is actually going on and allow the […]
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Being clear about what matters most actually matters most
by Tony Vidler        Sometimes contracts just don’t provide clarity for the people who work for you. And Being clear about what matters for them, matters more than just about anything else when it comes to getting the best from your people.   When you are running a professional services business there is one thing […]
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Making the move into charging fees for advice
by Tony Vidler        The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not product related at all.  This seems daunting to the many financial advisers who have “grown up” in an environment where they were paid by commissions […]
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Why torture your clients? Because of compliance?
by Tony Vidler        Compliance has a lot to answer for.   One of the truly negative consequences of evolving best practice advice standards is the trend to torture clients.  Now torture is a rather harsh word, and I am sure that globally there is no particular agenda on the part of regulators or professional advisers […]
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A Good Financial Adviser MUST Consider Risk Management
by Tony Vidler         Financial planners and professional advisers who do not tackle risk management issues thoroughly for clients do the clients a disservice.   Perhaps that is a little challenging to some of todays professionals, however too many advisers seem to struggle with positioning risk management in their suite of services to clients.  It seems […]
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The 5 Levels Of Professional Competence
by Tony Vidler        A strange question to ask perhaps, but can a professional be assessed as having competence and incompetence as an adviser simultaneously?   I think so.   As new regulatory standards are embedded everywhere for professional services a word which frequently springs up as measure of professionalism is “competence”. Advisers everywhere grasp […]
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The Top Challenge In Shifting From Product Sales To Advice Delivery
by Tony Vidler        I was asked a simple, but loaded, question: What is the biggest future issue for financial advisers specialising in business insurance?   I qualified my answer by saying that the biggest issue is the same one that faces all financial advisers regardless of their area of specialisation.   The biggest issue […]
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