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Pro Bono work: is there a different professional standard?
by Tony Vidler        An odd question perhaps…however I have been questioned on whether pro bono work carries some lesser responsibility on the part of an adviser.  My answer: Why would pro bono clients deserve any lesser standards of ethical behaviour, professional competency or application of skill?   Furthermore; why would any adviser risk compromising […]
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Professional Selling: It is a real thing!
by Tony Vidler        Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do.  I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional.   While there is an absolute requirement to place the clients interests above all […]
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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.   […]
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Regulation of financial advisors
Time to get with the program on regulation
by Tony Vidler        For all the distractions, downtime and inefficiency that comes with new (or more) financial services regulation it is very easy to see it as an imposition.  Many advisers conclude that regulation is simply bureaucracy which in itself creates little to no value.   I am no fan of meaningless bureaucracy, but […]
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Life Insurance: what do customers want?
by Tony Vidler        One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase.  When we think about it logically every person who buys […]
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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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