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Sell holes, not drills, to get more customers
by Tony Vidler When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour They buy products for what the products can do for them, not because […]
by Tony Vidler There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve. The professionals who consistently achieve exponential growth and performance results are superb on at least one of the following: know their clients personal lives incredibly […]
How EXCEPTIONAL advisers use their time is not like the average!
by Tony Vidler Time management is where there is a huge difference between elite advisers and the average advisers. in fact, it is one of the biggest differentiators that help the best performers stand out and excel. However, the difference isn’t about micro-managing time slots, or about having better time management systems. It […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]