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practical-financial-planning
Describe Your Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  It should be a clear course of action that a client can use to achieve a specific outcome.  Why don’t we describe our advice services that way then?   Consumers often struggle to understand what we can achieve for them (or help them achieve), […]
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service-value
You Deliver Value, So Why Not Promise It?
by Tony Vidler        Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial meeting.  But hardly anyone seems to market that value being delivered, instead opting to focus upon one of the other 2 immediate benefits to the prospect.   When we […]
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referral-generation
More Referrals Are Created By Repetition
by Tony Vidler        Referrals remain the most powerful marketing for professionals despite the plethora of advertising and marketing tactics we have available today.  The “transfer of trust” which is created by positive endorsement and personalised introduction or recommendation results in he highest likelihood of a prospective client choosing to do business with you.   Referrals […]
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get-attention
8 Seconds to Get – or Lose – That Prospect
by Tony Vidler        You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than many realise.   In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
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prospecting
Which Prospects Are Worth YOUR Time?
by Tony Vidler        The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also.   In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”.  This last one evolved over time […]
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insurance-cover-amount
How to get Clients to agree to the right cover level
by Tony Vidler        It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs.  Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not.   Considering that most clients see most insurance most of the time as […]
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talk-to-people
Talk is cheap…but the returns are fantastic
by Tony Vidler        Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”.  Talk to clients and prospects directly.  One-to-one…actually spending time communicating directly with each other…voice to voice…human to human.   While I love using digital and leveraging it to communicate to as many people as possible, and it […]
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centre-of-influence
The 4 Parts To Getting The COI Gatekeeper Onboard
by Tony Vidler        The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them agreeing to let you in.   It makes sense to address those 4 things right at the outset and […]
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insurance-loading
How To Present Adverse Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser.   Presenting these adverse decisions such as […]
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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount their fees, as it tends to undermine their entire value proposition.   Discounting fees usually moves a professional from being an expert with highly specialised and valuable knowledge to someone simply selling hours of billable time in a consumers mind. […]
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