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Do You Practice Enough To Be Elite?
by Tony Vidler         Elite financial advisers do things that average advisers won’t do.  They practice stuff before going to market with it for instance.   The best in any field practice before trying to win out on the field.  In the advisory business that means practicing presentations of course…but it also means embracing roleplay to […]
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“Always Be Coaching”, NOT “Always Be Closing”
by Tony Vidler        Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking.  After all, they were taught that “you should always be closing”, right?  No matter what else you are doing with prospective customers, and no matter what they […]
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How to make yourself scarce…and more valuable!
by Tony Vidler        A well established economic AND behavioural principle is that people generally will have higher demand for that which is relatively scarce.  Less of something makes it more valuable, right?  It is a pretty sound principle that consumers tend to have a higher want for what is perceived to be harder to get […]
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If Your Advisory Practice Survives, Heed This Lesson
by Tony Vidler        One lesson each financial advisory practice should take from 2020 already is this: YOUR cashflow and emergency reserves are your lifeblood.  That’s the same advice you give clients huh? For advice firms though, reliance upon short term new sales results or new client acquisition is deadly….irregular cashflow is the business equivalent […]
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customer service pays for financial advisors
Professional Service: There’s extra money going the extra mile
by Tony Vidler         Often professionals forget how valuable the service bit is in a “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]
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financial advisory prospecting
Is that Prospect really a Prospective Client YET?
by Tony Vidler        Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number.  But is that enough for a prospect to really be a “prospective client”?   Knowing their name and how to contact them?   Somewhere on the path to professionalism some of […]
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The Power of Visual Aids
by Tony Vidler        As advisers, we talk a lot.  And when we aren’t talking we are writing. Visual aids, or graphics, tend to get overlooked by us but there is LOADS of research which suggests we should be using loads of visual aids, and perhaps less talk and less writing.   If you doubt the […]
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You can do personal online-only advice
by Tony Vidler        There are some great reasons to go digital in your advice process, especially if you live in a city where traffic gridlock, exorbitant parking costs and insane commercial rents drive up your overheads and kill your productivity.   For many advisers now of course, there is no choice but to go digital-only.  […]
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You got the prospects attention…now what?
by Tony Vidler        Advisers do not have a prospecting problem in todays world.  They have an “attention-keeping problem”.  Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]
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trial closing
Lost Sales Skills? Trial Closing Techniques Are Still Very Useful
by Tony Vidler        Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not.   Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]
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