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Professional Practice Evolution: What Separates Modern Professionals From The Past?
by Tony Vidler        There are lessons to be learned from the evolution of the modern professional practice for those who are not there yet.  There is also no doubt that a number of financial advisers and practices are still evolving, or yet to begin the journey if they are to avoid being rendered redundant. When […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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How do you know your financial advice is suitable?
by Tony Vidler        Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny […]
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How to create a PROCESS to validate your product recommendations
by Tony Vidler        Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better.   This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]
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Compliance: Here are the only 3 things that matter
by Tony Vidler         Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane in this picture: Compiance is largely considered a burden – albeit a necessary one.  As is usually the way of these things a substantial body of documentation has blossomed over the years which […]
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Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so.  If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
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Imagine if we were REALLY 100% honest with clients
by Tony Vidler        Total honesty with clients is a wonderful idea….but 100% honesty in all things with clients would kill us commercially.  And frankly the consumers, regulators and politicians wouldn’t like it much….despite how much they ask for 100% honesty in all things.   Don’t get me wrong: I believe in full transparency and […]
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Why torture your clients? Because of compliance?
by Tony Vidler        Compliance has a lot to answer for.   One of the truly negative consequences of evolving best practice advice standards is the trend to torture clients.  Now torture is a rather harsh word, and I am sure that globally there is no particular agenda on the part of regulators or professional advisers […]
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The 5 Levels Of Professional Competence
by Tony Vidler        A strange question to ask perhaps, but can a professional be assessed as having competence and incompetence as an adviser simultaneously?   I think so.   As new regulatory standards are embedded everywhere for professional services a word which frequently springs up as measure of professionalism is “competence”. Advisers everywhere grasp […]
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Full Transparency: It pays to keep some secrets from clients
by Tony Vidler        In this age of complete transparency for professional services there is a tendency to tell clients everything…and there are just some things you shouldn’t tell them in advance.   If you want to give yourself a reasonable chance of creating clients who are a little surprised and delighted with your service […]
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