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Create Top Of Mind Awareness With Your Own Clients
by Tony Vidler Who do most people turn to first for financial advice? Their family. Research in multiple countries and jurisdictions repeatedly shows that the number one source of advice for consumers who do not currently take financial advice from a professional is their family, closely followed by their friends. The numbers […]
by Tony Vidler Growing productivity – or getting financial advisers to grow themselves and their business capability – appears to be a problem no matter who you talk to in financial services. And it doesn’t need to be. All too often the lack of growth in production levels by advisers or the lack […]
by Tony Vidler Robo’s are a threat to advice businesses in much the same way that a chilly bin is a threat to the sale of refrigerators. Many advice businesses, and quite a few institutions it seems, appear to believe that automation is the devil that will kill financial advice, and it should […]
…so, WHICH urgent AND important person comes first?
by Tony Vidler The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and accept” – hanging up on your best client? Do you ignore your COI? Are you […]
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 […]
Targeting The Affluent: 3 Strategic Issues You HAVE To Get To Grips With
by Tony Vidler The nirvana for most professionals is to work only with affluent, and acquiescent, clients. The challenge in doing so is that the affluent will inevitably become more difficult to get in front of personally. They will become less acquiescent. As with the famous line from Jurassic Park – “life will find […]
The 1 Thing You Need To Actually Make Your Strategy Work For You
by Tony Vidler For most professional services firms today the Number 1 strategic challenge is determining what the the right strategy for the firm actually is. It would easily be THE single thing that firms I talk to are wrestling with, and it is understandable to a large degree. Changing remuneration and business models, […]
Your Output Problem Is Usually Really An Input Problem
by Tony Vidler I like processes. Financial advisers should like them too. Why? Processes produce predictable performance. That is the entire point of them isn’t it? A process is created in order to ensure that (as far as is possible in our crazy old world) a known outcome will be achieved when […]
In Process there is Profit! (But you DO have to herd some cats to get there)
by Tony Vidler The great news for anybody actually reading this post is that the headline already turned a bunch of your competitors off. That word “process” is just deadly for so many advisers today that too many won’t have bothered reading beyond the word. It has become associated simply with compliance, […]
by Tony Vidler If you aren’t emailing video’s to clients and prospects yet, why aren’t you? It seems an odd thing with everyone having smart phones that can take high quality video’s on the spot, and with everyone also drafting and sending perhaps a 100 emails a day, but it is still relatively […]