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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 […]
by Tony Vidler With all the report writing and problem solving it is often difficult to feel like you did a good days’ work…you were busy for sure, but was it a good days’ work? Or was it just being busy on “stuff”? There is a simple test for any professional feeling buried […]
Complicated products have owners manuals, why don’t ours?
by Tony Vidler face it: our products are complicated as far as clients and prospects are concerned. The funny thing is, nearly all of the products we buy are pretty complicated these days. Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations […]
by Tony Vidler One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase. When we think about it logically every person who buys […]
by Tony Vidler One of my favourite quotes of all time is by Einstein: “If you cannot explain it simply then you do not understand it well enough” and nowhere is this more true than in providing advice in complex areas. Great advisers stay simple when handling complex matters. It is not easy […]
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 this 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 […]