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Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler        When business planning is a bit of a struggle it pays to ask yourself why you went into business for yourself.   You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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The 6 P’s of Sustained Peak Performance
by Tony Vidler        How to stay on top of your game, get the results that you want in business, and maintain peak performance….it all comes down to having a system, or a process.   Consistent output does after all usually result from consistent inputs….but putting in the right amount of the right things is what […]
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visuals-sell
Using Visuals To Sell Bad News And Complex Ideas
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling tough ideas, but visuals do sell complex or tough-to-swallow concepts quickly and easily.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids […]
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Buildong a COI referral system for financial advisors
How to build a COI referral system
by Tony Vidler        If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having  a Centre of Influence (COI) driving the right types of ideal clients to you.   A good COI will be an advocate for you and your business, and be proactively recommending […]
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A financial advisers best weapon: The Meeting Agenda
by Tony Vidler        One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; It minimises […]
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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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