Sales & Selling

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 328 other followers

sidebar_tony
Facebook: 0, Twitter: 13949, LinkedIn: 689
Why Lawyers sell more than Financial Planners
by Tony Vidler        Why is it that everyone tells jokes about lawyers and begrudges their work, yet lawyers tend to do pretty well in business?   How is it that lawyers who tend to be pretty awful at marketing their services get so much business?   Why is it that so many financial advisers […]
Read more.
The 10 Things Top Performing Advisers Do Better
by Tony Vidler        Here are the Top 10 things that separate the top advisers from the rest: 1. Have a vision of success The process of building a great, sustainable practice starts with having a clear vision of what you, as the founder and leader of your practice, want it to look and feel […]
Read more.
The Top Challenge In Shifting From Product Sales To Advice Delivery
by Tony Vidler        I was asked a simple, but loaded, question: What is the biggest future issue for financial advisers specialising in business insurance?   I qualified my answer by saying that the biggest issue is the same one that faces all financial advisers regardless of their area of specialisation.   The biggest issue […]
Read more.
I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  I sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.   But I sell.  And I think I am a professional too.   Why do we […]
Read more.
How To Generate Referrals When You Want Them
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
Read more.
3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number.   It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a bit of structure to the […]
Read more.
Professional Selling: It is a real thing!
by Tony Vidler        Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do.  I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional.   While there is an absolute requirement to place the clients interests above all […]
Read more.
Did You Do A Good Days’ Work?
by Tony Vidler        With all the report writing and problem solving it is often difficult to feel like you did a good days’ work…you were busy for sure, but was it a good days’ work?  Or was it just being busy on “stuff”?   There is a simple test for any professional feeling buried […]
Read more.
Complicated products have owners manuals, why don’t ours?
by Tony Vidler        face it: our products are complicated as far as clients and prospects are concerned.   The funny thing is, nearly all of the products we buy are pretty complicated these days.  Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations […]
Read more.
Life Insurance: what do customers want?
by Tony Vidler        One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase.  When we think about it logically every person who buys […]
Read more.