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10 Steps To Programming Referrals From Clients
by Tony Vidler        Getting referrals from clients is usually a very hit & miss thing for advisers…IF they remember to put the issue on the table at all.  Largely this is an issue created by not being systematic about obtaining leads from our satisfied customers.   Part of the reason for not being systematic […]
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Fix the prospecting problem forever
by Tony Vidler        You can fix all prospecting problems forever if you generate enough referrals.  It is that simple.  Get this right, and prospecting problems are non-existent, as the number one source of professional prospecting is going to be “word of mouth” for some time to come.   The theory on getting more refrrals […]
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practical-financial-planning
Describe Your Advice Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]
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referral-generation
Get More Referrals With Repetition
by Tony Vidler        Getting more referrals is a bit of a Holy Grail for most advisers.  Referrals are gold and we all know that, yet it seems so hard for so many professionals to create consistent and constant referral business.  We know that referrals remain the most powerful marketing despite the plethora of advertising and […]
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We should be using more video with email
by Tony Vidler        If you aren’t using video with email to educate and engage clients and prospects yet, why not?   It seems an odd thing with everyone having smart phones that can take high quality video’s on the spot, and with everyone also drafting and sending perhaps a 100 emails a day, but […]
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get-attention
8 Seconds to Get – or Lose – Your Prospect. Maybe less.
by Tony Vidler        You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than you realise.   In reality you have 3 seconds or less to get them to engage with you and […]
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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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service-value
You Deliver Value, So Why Not Promise Value Up-Front?
by Tony Vidler        Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]
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insurance-loading
How To Present Adverse Insurance Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…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. Not great for the client usually […]
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centre-of-influence
The 4 Parts To Getting The COI Onboard
by Tony Vidler        Getting the COI onboard requires a fair bit more than a smile and a handshake.  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 actually letting you […]
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