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If you need more clients then you probably need different skills
by Tony Vidler Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]
by Tony Vidler Becoming an elite adviser, or building an elite practice doesn’t come about by chance. It takes graft and grit…and help. Building a great business is rarely the result of a single champion taking on the world. The champion business owner is usually the captain of a team that has taken on the […]
Want to Cross-Sell? Then put a bit of planning into it…
by Tony Vidler We all know that cross-selling services and products to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients. So why is it so often neglected? In part cross-selling is skipped because so many professional advisers […]
Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler Go the extra mile and clients will love you, right? Maybe not. While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
The Power Of A Vision: Because your future has to start somewhere.
by Tony Vidler Vision is the thing that initially drives all progress. Somebody’s view of how something can be…will be….is the catalyst for achievement of great change. Who will ever forget the power of one mans vision: “I have a dream….”? His vision of how the world could be. Should be. […]
by Tony Vidler “How often should I send emails?” is the perpetual question asked by professionals who are beginning to build an engagement marketing system or lifting their client communications and services standards. The objective is to find that balance between being continually present, but without being a nuisance. The bad news is […]
This Is The Sensible First Step In Taking Charge Of Your Time
by Tony Vidler Without doubt the most precious resource we have in professional services is our time. For many practitioners it is all they have to sell, and derive income from. It follows that when it comes to trying to determine how to improve business efficiency or profitability, or personal earnings, that the allocation […]
by Tony Vidler Looking ahead at the changes you can…no… the changes you WILL make in the next year you have probably begun to zero in on the Key Performance Indicators – the KPI’s. These are the measures that matter. They are the ratio’s or milestones that indicate your plan is progressing, and that […]
Time Management Problem? Try Planning Your "Perfect Week" To Begin With…
by Tony Vidler Why is time management such an issue for professionals when they are good at planning? We can take it as a given that financial advisers and financial planners are good at planning generally. And they are very good at operational planning, which is that stuff that often gets referred to as […]
by Tony Vidler Client complaints are a fact of life. It is virtually impossible to run a service business where everyone is happy 100% of the time, as human beings are involved and they are unpredictable creatures with ever-shifting expectations. The art of good client complaint handling is knowing when to fight and when to […]