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How to introduce a “Guarantee” into your fees
by Tony Vidler It has been proven repeatedly that providing a guarantee in your fees for prospective clients certainly helps them decide to engage – and it is not a difficult thing to do. Financial advice fees can seem to be enormously expensive to many prospective clients, and that becomes even scarier when […]
by Tony Vidler Financial Advisers often do not get paid what they should for the work they do…and more often than not it is the advisers fault. I am as guilty as anyone in this respect, and it took me many many years as a practitioner before I actually began to value providing […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
by Tony Vidler The perennial challenge in selling advice is positioning it as valuable, and we should think and talk of it as it really is: coaching. Giving advice is all about analysing the desired outcomes for clients, weighing up the possibilities, deciding on the optimal way forward and then managing the behavioural […]
Robo-Advice is real, and it is here, but there is hope for Advisers!
by Tony Vidler Apparently a high proportion of financial advisers still haven’t heard of “robo-advice”, which is pretty amazing. Of those who have heard of it a fair proportion do not believe that it will have a serious impact upon their business. That is even more amazing to me, although I can see why so […]