Practice Management

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adviser-marketing-time
How much TIME do super-successful advisers spend marketing?
by Tony Vidler        We know that time is money.  We know that marketing costs money.  But the most successful advisers know that effective marketing costs more time than money. One of the most successful advisers I know says that he spends his work time thus: 20% in client facing meetings 10% running his business 70% […]
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hiring-an-advisor
The 3 Parts To Hiring An Adviser Successfully
by Tony Vidler        Hiring another adviser to join the team is one of the biggest (and most expensive) steps that any adviser takes in growing their practice.   It is expensive in financial terms, in time, and most importantly in energy and stress. Getting it right is soooooo hard….and getting it wrong happens so […]
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professional-services
Maybe Professionals Should Stop Selling “Service”
by Tony Vidler        Professionals sell time and knowledge primarily, however our dilemma is that in order to escape the transactional nature of simply selling units of time we promise to provide an ongoing service.   Our hope is that clients will value this ongoing service…but our expectation really is that clients will only value […]
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professional-process
Professionals Have, And Use, Processes
by Tony Vidler        True professionals don’t just HAVE processes, they use the processes. All the time.   Or should do.   We need to learn from those professions where the outcome of a poor day on the job is literally life or death.  That isn’t generally the case for most professional services providers, however […]
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making-marketing-a-machine
Make Your Marketing A Machine!
by Tony Vidler        One of the essentials for practice growth is to build a marketing machine.  A combination of mini-systems and components that keep the whole motor running at full speed.   Most professionals have elements of the marketing machine…but just elements.  They haven’t built the full system – and then of course they […]
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advisers-should-use-a-coach
Even Great Practitioners Can Use A Coach
by Tony Vidler        Great practitioners who are running good businesses can use a coach.   Pretty bold assertion, right? I mean, after all, we are talking about people who are actually pretty damned good at what they do AND they are good at running the business as well.   At first glance that doesn’t […]
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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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social-media-friend-request
To Friend or Not-Friend With Clients on Social Media? Well, are you a Burkini or a Naturist?
by Tony Vidler        Connecting with clients on social media can lead to genuine friendships and closer relationships, which equals greater lifetime value of the client, right?  But then….it can kill professional client relationships too.   So what is the right thing to do when it comes to befriending clients on social channels?  Friend, or […]
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building-a-profitable-practice
Building A Profitable AND Valuable Practice
by Tony Vidler        Building a profitable practice is is the first objective for practitioners, but building a sustainable profitable practice which has significant capital value is even better isn’t it?   Many good practitioners achieve the objective of building a profitable practice easily enough. After all, that is little more than keeping the sales […]
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