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How to work out who to keep on your team
by Tony Vidler        One of the toughest areas of practice management is building the right team around you.  So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong.  You will get hiring decisions wrong….and sometimes firing decisions wrong too.   More […]
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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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If you have repeated problems, you need a process!
by Tony Vidler        For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued by prospective purchasers. […]
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The Number 1 Thing To Get From Coaching
by Tony Vidler        It is a peculiar thing…most of us recognize the difference that good coaching – or poor coaching – can make to any athlete or sports teams performance.  In fact most of us have often held quite passionate views about the merits of coaches…Very few professionals however seem to make the link […]
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The times are a changin’…Business as usual is a dead end!
by Tony Vidler        The difference between any two professional practices filled with well qualified and well meaning people is usually that a different culture exists in each.     All businesses develop a “way we do things here” over time…whether they meant to or not.  A culture evolves within the business…whether you wanted it […]
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financial advisor fee strategy
The Coach Gets The High Fees, Not The Adviser, So Be A Coach
by Tony Vidler        As more financial advisers move into fee-based work the great dilemma is working out what fee level is right for them and their clients.   There are a number of easy ways of working out what fee level is profitable, and it is usually easy enough to work out what fee […]
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Are you sure your clients know what else you COULD do for them?
by Tony Vidler        All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them!   The reason is usually a very simple one: the clients do not know everything we could do for them.  Or perhaps they did know, but forgot.  Or […]
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Are You AND Your People Clear About What YOU Want?
by Tony Vidler        Pretty much everyone running a business hates having to come up with job descriptions for their staff. A statement which may have been correct at a moment in time to describe a role, and the role is subject to constant change…they are pretty much a waste of time as means of […]
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Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler        Why did you go into business?   You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance of building the life you want.   This a particularly pertinent issue as many financial […]
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5 ways to make smarter use of your CRM system
by Tony Vidler        In days gone by Customer Relationship Management (CRM) systems were used as little more than simple marketing machines. They contained enough information to know who your clients were and how to contact them, and perhaps even had some prospects in there, and be able to produce a mail merge to run […]
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