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Practice Development: The Danger Of Promoting A Competent Adviser
by Tony Vidler A genuine danger in practice development is promoting a competent adviser to a role which they are unable to perform well in. In any organisation there is a real risk that a person is encouraged to rise to their level of incompetence. This is just as true for the self […]
This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]
by Tony Vidler Not everyone wants to have an elite advisory practice, and that is ok. Having a good lifestyle business is fine if that’s what you want. Having a great practice is great too. But if you want to have an elite practice then you have to be prepared to pay the price, […]
How to build a good Advisory Practice client service system
by Tony Vidler Good service is good business. For financial advisers, service really IS the business, because that is how you build capital value. Great clients who stay with the firm when ownership changes is your retirement plan isn’t it? How do you build a good system of service though that ensures you […]
by Tony Vidler Pro bono is a novel concept for many in an evolving profession – working for free for the public good. But pro bono pays in the long run in a number of ways for a professional. It may sound counter-intuitive but giving away your knowledge, skill and time for free is a […]
by Tony Vidler Old folk don’t take on new technology and new ideas, right? You just can’t teach them. Or is that “us”? Well that theory is getting blown away in a pandemic-like-way… There has been a continuous lament for years about the ageing of the financial advisory business and it is certainly true when […]
Innovation in delivering Financial Advice: Does it have to be this way?
by Tony Vidler “Innovation” and “delivering financial advice” do not usually go together for the majority in the industry. The way advice is delivered by tens of thousands of professionals tends to gravitate to the same methodology. There is safety hiding in the herd, right? Then the type of advice delivered by tens […]
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 One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term. It doesn’t have to become […]
Details Matter: They Can Double The Return On Your Marketing
by Tony Vidler Details matter. That attitude was a significant contributor to Apple’s success. It was the centrepiece of Steve Jobs approach to design. It made him (and Apple) swags of money. While beautiful design is not really the forte of professional services firms, we do share something in common with Apple back when […]