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10 Steps To Programming Clients For Referrals
by Tony Vidler Getting referrals is usually a very hit & miss thing for professionals…IF they remember to put the issue on the table at all. Then there is the angst-filled question of when it is best to table the topic….early in an interview, or at the end? When someone is still a prospect, […]
by Tony Vidler Just one question should be dominating practitioners minds at this stage of the year: How will next year be better? HOW is the critical word here. Professionals are great at setting goals and targets. They are great at analysing and doing the numbers that tell them what activity at the […]
An advisers engagement process might look something like this…
by Tony Vidler It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right? That probably hasn’t happened for 10 years (if ever!). So how do they decide to buy […]
“My Phone is My Life” – Smartphones mean smarter marketing is needed
by Tony Vidler Today’s professionals know it because we are them: Our smartphone is our life. Is our marketing smart enough in the smartphone world though? In little old New Zealand alone there are now more phones than humans, and 70% of the humans are using smartphones. In fact they are using […]
by Tony Vidler Prospecting today is a continual process, not a series of one off actions as it once was. Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]
Here’s how to move into "Stealth Mode" when doing your prospecting research on LinkedIN.
by Tony Vidler It seems that while a lot of professionals now have a presence on LinkedIn they are often not actually using it to prospect for potential new clients. That seems odd to me given that Linkedin is a Business-2-Business networking platform: it exists to assist people in business network with other people […]
by Tony Vidler If you aren’t emailing video’s to clients and prospects yet, why aren’t you? 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 it is still relatively […]
The Professional Services Firm Model Of The Future Is Possibly A "Fast Food Alley"
by Tony Vidler Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson […]
by Tony Vidler Back in the beginning of my personal social media evolution, about 3 years ago, a friend sent me a LinkedIn connection request…and I had no idea what LinkedIn was, or why I should bother using it. So being a brilliant technology user, I rang him to find out why he had sent […]