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How to help prospects decide to follow your advice
by Tony Vidler Helping prospects decide on the right course of action is often not quite as hard as we think, especially when it is a reasonable bet that every adviser has had clients or prospects ask at some point: “what are other people like me/us doing?” The very same behaviour that makes many […]
Financial Advisers Problem? Offering To Do Too Much
by Tony Vidler Advisers have a few problems these days. The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning. […]
by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]
Why don’t you roll the dice and ask for referrals anyway?
by Tony Vidler On some things you just have to roll the dice and take your chances in life. Asking someone for a date….getting on a plane…or asking for referrals. It doesn’t always work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” […]
You really do have to sell more to clients…REALLY.
by Tony Vidler This should be a self-evident truth that requires no explanation, but apparently it isn’t: Your clients will stay with you longer and be more valuable to you if you cross-sell multiple products and services to them. Yes, yes…I know…there is that word “sell” and it doesn’t always sit well with […]
Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands. After all, it takes great skill and careful through to be able to simplify complex […]
Understanding The Client Buying Journey Will Get You More Of Them
by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]
How to do client video testimonials the right way!
by Tony Vidler Testimonials are good for business – but we all know that. Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far more […]
Do you know what you actually need from your marketing?
by Tony Vidler It might seem like a dumb question: but “How many leads do you need?” One of the most common questions I get asked is “what sort of marketing should I be doing?”…and my response is “well, how many leads do you need?” Here’s the point: you can’t begin to […]
These 4 things make it easy for prospects to say YES
by Tony Vidler We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]