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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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guarantee-fees
How to introduce a “Guarantee” into your fees
by Tony Vidler        It has been proven repeatedly that providing a guarantee in your fees for prospective clients certainly helps them decide to engage – and it is not a difficult thing to do.   Financial advice fees can seem to be enormously expensive to many prospective clients, and that becomes even scarier when […]
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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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Here’s how to move into "Stealth Mode" when doing your prospecting research on LinkedIN.
by Tony Vidler        It seems that while a lot of professionals now have a presence on LinkedIn they are often not actually using it to prospect for potential new clients.  That seems odd to me given that Linkedin is a Business-2-Business networking platform: it exists to assist people in business network with other people […]
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creating customer convenience
The Professional Services Firm Model Of The Future Is Possibly A "Fast Food Alley"
by Tony Vidler        Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”?   Have you ever wondered why?   There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson […]
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Financial Adviser dinosaurs
The Financial Adviser Dinosaur: Not yet extinct
by Tony Vidler         Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]
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