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Why your FREE service is a barrier to getting the right business
by Tony Vidler        Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”.   It simply isn’t true, and that in itself prevents the right sort of clients coming your way. The fundamental reason why this just doesn’t cut it with consumers is because they don’t believe […]
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How financial advisors can be relevant to clients
Working out how to be relevant to your clients
by Tony Vidler        Two of the key things that all professionals struggle with is firstly to be relevant, and then remaining relevant.   Amongst the most common questions that arise when marketing or client servicing is discussed for professional service firms is: “what do I say or write?“   You know what you know…and […]
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clients-you-don't-want
Some customers you don’t want
by Tony Vidler        Some customers you just don’t want, because not all customers are good customers for us.  Even some of those who look like they commercially viable customers we just don’t want.    There are some who can use our help..want our help…but that doesn’t mean they are good clients for us.  Most […]
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If It Is Not Simple, You Are Not Working Hard Enough
by Tony Vidler        It takes a lot of work to make complex advice simple and succinct, and nowhere is this more apparent than in the creation of  a financial plan or  Statements of Advice. Those 40 page plans, or worse those 80 page plans and pieces of written advice, are barriers to consumer engagement […]
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A financial advisers best weapon: The Meeting Agenda
by Tony Vidler        One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; It minimises […]
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How To Get Paid For Each Piece Of Advice You Give
by Tony Vidler        Here’s a simple strategy for getting paid fairly for the advice you give….and I mean getting paid for ALL the advice you give…every step of the way.   There are broadly three possible parts to any client work: 1.  Planning 2.  Implementing, or “putting in place” any planning recommendations 3.  Ongoing […]
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The Art Of Giving Suitable Advice Which Is Defensible
by Tony Vidler         The most challenging area in forming a professional opinion is ensuring that it is “suitable advice”, as what is suitable is subjective – until the time comes somewhere in the future to see if the advice actually worked.   Despite the issue of nobody actually knowing whether advice really was suitable much […]
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practical-financial-planning
Describe Your Advice Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]
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robo-advice
Humans will beat the machines, but not at their own game
by Tony Vidler        Will the machines beat the humans in financial advice? Nah…the humans will beat the machines I reckon. There’s 2 key problems for the robo-advisers: they generally don’t advise, and nor have they evolved enough to substitute for human-to-human communication.   Artificial Intelligence may well change all that, but for now it is […]
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ideal-balanced-practice
Balancing Adviser Needs and Clients Wants
by Tony Vidler        The professional Financial Advisers’ needs matter as much as the Clients’ wants.  Consumer groups & regulators will probably disagree of course, but the ideal practice is one which surely achieves this balance isn’t it?  After all, practitioners are trying to earn a living and meet the wants and needs of their own […]
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