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delivering-profitable-advice
It Is Okay To Be Profitable First
by Tony Vidler        The first rule of business is “be profitable”, and that is a concept which appears to be causing financial advisers especially some real issues.   In any number of countries there is debate driven from government, consumer advocates, regulators and those with a vested interest in improving their own profitability to […]
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client-engagement-process
An advisers engagement process might look something like this…
by Tony Vidler        It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right?   That probably hasn’t happened for 10 years (if ever!).   So how do they decide to buy […]
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visual-aids-in-advice
Use Visuals To Create Better Engagement With Advice
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually.   We all know from personal experience […]
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who-pays-advice-fee
Who is paying who?
by Tony Vidler        Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions  and conflicts of interest increases in financial services.   That’s a great thing for professional advisers.  It is however a question that many struggle to answer adequately when commission on products […]
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delivering the right advice
How To Deliver The “Right Advice” In The “Right” Way
by Tony Vidler        Delivering the right advice consists of getting 2 things right: delivering advice that will work for the client, and delivering it in a manner which will result in the client taking action  upon the advice.   Getting both of those right is no simple thing.   The first of them is […]
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valuing advice
Properly Valuing Your Advice
by Tony Vidler        I am really poor at valuing the advice I give.   Always have been I think.   But then, that isn’t unusual for financial advisers is it?   In my experience most financial advisers are poor at valuing the advice they give.  This is despite a number of excellent studies highlighting […]
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financial planning process for prospects
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into the financial advice planning process.   The Solution: Show them HOW the process works.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
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influencer soft skills
The Adviser as an Influencer
by Tony Vidler        The financial adviser is supposed to be an influencer…our purpose is to influence others to make better decisions than they would otherwise have made.   In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed.  But […]
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importance of frequent contact
The Importance of Frequent Contact
by Tony Vidler        Professionals underestimate the importance of frequent contact with clients and prospective clients. “Frequent contact” does of course mean being in touch often. How often is often enough though?  For a long while the mantra was “be in touch every 90 days”, and that was in a time of expensively printed paper […]
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soft dollars adviser incentives
Soft Dollars are terminally ill….thankfully
By Tony Vidler, CFP CLU ChFC I’m calling it: Soft dollars for financial advisers as we know them today is officially “terminally ill”.  Their death is not quite guaranteed, but the odds are very high that they shall die soon’ish…  But I personally think they will die far faster than most expect.  And thank God […]
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