Financial Advice Archives

Why we get fee resistance

by Tony Vidler Whether we like it or not there is always the possibility of fee resistance in delivering financial advice, and how we present our service is a large part of that problem. Price is always a problem in the absence of obvious value. It doesn’t have to be…we just need to think through […]

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 complains about “insurance churn” or the “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 […]

The Top Challenge In Shifting From Product Sales To Advice Delivery

by Tony Vidler Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients that’s how you work now.” That answer really is glib though and doesn’t touch upon the […]

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 still 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 […]

Effective or Efficient? Which do Advisers need to be?

by Tony Vidler Which is more important when running an advice business: being effective or efficient? You chose Effective? Wrong. You chose Efficient? Wrong. The correct answer is that you have to balance both. In days gone by plenty of people in financial services could build a business just be being effective, regardless of how […]

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

How do you know your financial advice is suitable?

by Tony Vidler Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny. Whether that scrutiny […]

5 Things You Need To Do Before Buying A Practice

by Tony Vidler For many advisers buying another practice or book of clients will be a serious growth strategy to be considered. It is a primary strategy for attaining scale and a viable (and relatively predictable) revenue stream quickly. However buying another advisers practice is usually a much more complex matter today than it was […]

Sales Activity Can Be Gamified

by Tony Vidler Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]

A Statement Of Advice should be a “statement”

by Tony Vidler When it comes to providing advice in writing to a client there is undoubtedly unnecessary complexity usually. In fact the proverbial “Statement Of Advice” has become anything but a “statement”. It generally takes the form of a tome… And a “tome is a scholarly work…usually large, heavy and laborious in its detail“. […]

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