Financial Advice

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keep it simple
Great Advisers Stay Simple
by Tony Vidler        One of my favourite quotes of all time is by Einstein: “If you cannot explain it simply then you do not understand it well enough” and nowhere is this more true than in providing advice in complex areas. Great advisers stay simple when handling complex matters.   It is not easy […]
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sales skills for financial advice
The missing ingredient in professional development: SKILLS
by Tony Vidler        We are awash with recommendations on how to “improve the advice business”.  Regulators, politicians, consumer groups, product manufacturers…competing business models that look to bypass advice entirely….all of them are making a lot of noise about how advice delivery can be improved.   Much of what they say has merit of course, […]
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Professional Credibility & the “Trust Me…I am experienced” line
by Tony Vidler        How many times have you heard a professional claiming that a client should trust them and deal with them because they have X number of years experience?  Does this “years of experience” thing really translate into professional credibility?   Cynical consumers increasingly ask themselves “do you really have 20 years experience, […]
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How financial advisors can be relevant to clients
Working out how to be relevant to your clients
by Tony Vidler        One of the key things that all professionals struggle with is 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 you know what you want to […]
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clients-you-don't-want
Some customers you probably don’t want
by Tony Vidler        Fact: some customers you just don’t want.  Most of us would agree that we should contribute to the greater good of society, and engage in pro bono work to help some of those who can’t afford us, but we are are running commercial enterprises.   Not all customers are good customers […]
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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;   […]
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Simplicity REQUIRES Sophistication
by Tony Vidler        One of the most popular articles I have written was a short piece on the necessity for reducing Statements of Advice in size.   It seems the message to reduce the complexity – to stop producing documents for a courtroom rather than a client – hit a collective nerve.   In […]
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paid-advice
How To Get Paid For Every Advice Step
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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simplifying statements of advice
Written Advice: Should it be Clear? or Concise? Or Effective?
by Tony Vidler        When it comes to communicating our advice to clients we are guided by the words used by the regulators, or law, to guide us in how that should be framed or delivered.   Or we think we do.   The written advice, be it financial plans or Statements Of Advice being […]
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sales-scripting
The Benefits Of A Prepared “Sales Script” (and the steps to making one)
by Tony Vidler        Everyone you talk to hates sales scripts – especially clients and prospects.  Professionals hate them nearly as much.       I love them.  And I think professionals should love them too.       It is probably one of the most under-rated “steps to success”  because there is a perception […]
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