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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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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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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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Imagine if we were REALLY 100% honest with clients
by Tony Vidler        Total honesty with clients is a wonderful idea….but 100% honesty in all things with clients would kill us commercially.  And frankly the consumers, regulators and politicians wouldn’t like it much….despite how much they ask for 100% honesty in all things.   Don’t get me wrong: I believe in full transparency and […]
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10 Reasons why an Advisory Practice just stays “practicing”
by Tony Vidler        Finally I’ve worked it out after years of wondering why a “Practice” is called a “Practice”. I think it is because the business is mostly practicing to be a business.  When a “practice” has made it everyone calls it “a firm”.   THE common denominator in a Practice appears to be […]
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Which would you rather be: a Brilliant Technician, and bored, or the Orchestrator running the show?
by Tony Vidler        Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously.  And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional.   Virtually no emphasis upon […]
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Could Advisers Be DRIVING Revenue To Online Providers?
by Tony Vidler        I do keep wondering if advisers realise how much revenue is waiting to be unlocked by them inside their existing business?   A little while ago I was talking with a business that provides outsourced client servicing solutions and they provided me with some of their data from working with financial […]
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THE Business Opportunity for Professional Advisers
by Tony Vidler        The typical small business is only doing one of two things: growing, or going…. …and THERE is a fabulous opportunity for today’s professional adviser.   Regardless of which research you read there is a constant theme: Small Business Owners have some real issues, and clearly a significant proportion of SME owners […]
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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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