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principle of scarcity
How to tap into the Principle Of Scarcity – and create some urgency for clients
by Tony Vidler        The Principle Of Scarcity One of the more powerful principles of influence is the Principle Of Scarcity: people tend to want what they perceive as being limited, or difficult to get.   That is a difficult principle for professionals to tap into most of the time as the products and services […]
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financial planning process for prospects
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into your financial advice planning process.   The Solution: Show them HOW the process works before asking them to commit.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
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action-plan-for-effective-results
The Weekly Action Plan That Produces Consistent Results
by Tony Vidler        Having an action plan for every working week that produces consistent results is a challenge for many professionals.   Part of the challenge is that outside forces place a lot of emphasis upon “doing things right”, but the commercial needs of the firm or individual practitiioner need to be to be […]
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The 10 Things To Get Right For COI’s To Start (and Keep) Referring
by Tony Vidler        A great Centre-of-Influence keeps referring…they are not really a COI unless they keep referring.  That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of marketing – especially if you have a few of them.  So identifying a potentially great […]
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qualifying-a-prospect
Is that Prospect really a prospect?
by Tony Vidler        How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters.  They just cannot bring themselves to say “no thanks”.   They cost a ton in […]
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Don’t know how to make great visuals? No worries…
by Tony Vidler        Visual aids sell. Great visuals increase comprehension and speed of information absorption. Apparently the brain processes visual information 60,000 times faster than text.   Well…I don’t know if the “60,000” is actually a fact but I found it on the internet, so it must be true.  I am sure too that […]
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The key to successfully networking with Accountants
by Tony Vidler The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them.   Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful […]
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Incentives For Clients: What is appropriate?
by Tony Vidler        What incentives are appropriate for encouraging clients to refer other clients?  Are incentives appropriate at all?   Some would even ask “Why provide incentives at all?  Surely if the product or the advice is good value in itself then no further incentive is needed?”   These questions around incentives for promotions […]
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valuable linkedin marketing
How to use your most valuable online real estate well!
by Tony Vidler  The most valuable piece of online “real estate” any professional has today is their LinkedIn Summary section.  It is searchable content, and there is LOADS of room to tell your story or compelling points of difference, or highlight your expertise….yet so many professionals barely use 50% of the space allowance, and even […]
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the sale you have to make
The first sale you have to make…
by Tony Vidler There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional credentials […]
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