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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 […]
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. […]
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 […]
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 […]
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 […]
Sanity Check: 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. In fact the proverbial “Statement Of Advice” has become anything but a “statement”. It generally takes the form of a tome… A “tome is a scholarly work…usually large, heavy and laborious in its detail. A […]
Most Advisers Are Frogs Being Boiled Alive When It Comes To Fees
by Tony Vidler Most financial advisers acknowledge that things are likely to change when it comes to fees, initial commissions, renewals or AUM fees and so forth in coming years. Yet they behave like the frog being boiled. The boiling frog story is a common metaphor used to describe the inability or unwillingness of […]
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 […]
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 […]