Sales & Selling Archives - Page 5 of 12

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 […]

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 […]

We should be using more video with email

by Tony Vidler If you aren’t using video with email to educate and engage clients and prospects yet, why not? It seems an odd thing with everyone having smart phones that can take high quality video’s on the spot, and with everyone also drafting and sending perhaps a 100 emails a day, but […]

8 Seconds to Get – or Lose – Your Prospect. Maybe less.

by Tony Vidler You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than you realise. In reality you have 3 seconds or less to get them to engage with you and […]

How to get Clients to agree to the right cover level

by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]

You Deliver Value, So Why Not Promise Value Up-Front?

by Tony Vidler Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]

How To Present Adverse Insurance Decisions

by Tony Vidler That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Not great for the client usually […]

The 4 Parts To Getting The COI Onboard

by Tony Vidler Getting the COI onboard requires a fair bit more than a smile and a handshake. The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them actually letting you […]

Get enthusiastic if you want clients to engage you

by Tony Vidler Here’s a simple thing to do if you want to have more clients engage you: Get enthusiastic about it. Professional advisers have become dreadfully serious people with the focus on process and technical knowledge. Not surprisingly the work for many has become more of a drag and the whole process […]

7 Warning Signs That The Prospect Is Wrong For You

by Tony Vidler No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly. They are not a right fit for you, or you are not a right fit for […]

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