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5 EASY Ways To Use Social Media To Get Noticed By Your Prospect
by Tony Vidler Advisers keep saying that they struggle to get noticed by their ideal prospects. Advisers also keep saying that they can’t see the point of social media. Uhhhmmm….maybe the thing they can’t see the point of is the very thing that will fix the other thing? Let’s say you […]
How to close out the phone call to get your desired action
by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]
by Tony Vidler Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it. As I have stressed throughout this mini-series, there is structure and methodology in building […]
Getting attention & positive engagement on the phone
By Tony Vidler CFP CLU ChFC There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck! Of course, there is structure and methodology in building effective and entire telephone track. It should be a core skill for any adviser, and yet, so few seem to […]
Getting the right style and structure in a telephone track
By Tony Vidler CFP CLU ChFC Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one. It is perhaps one of those “lost sales skills” from the last decade or so, where new entrants into the advice industry have […]
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 that […]
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 […]
A Great Adviser is, or should be, a Thought Leader
by Tony Vidler “Thought leaders are the informed opinion leaders and the go-to people in their field of expertise. They are trusted sources who move and inspire people with innovative ideas; turn ideas into reality, and know and show how to replicate their success.” Somebody a few years ago called me a “thought leader”, […]
An easy way to get a client to pay you for insurance advice – and be happy doing it!
by Tony Vidler There is a remarkably simple way to use the high up-front commission system on life insurance products (as it exists in this part of the world anyway) for the benefit of the client and the adviser. And it sure doesn’t hurt the insurer. In fact, I can’t imagine regulators having too many […]
by Tony Vidler Many advisers feel that seminars are so last-year as a method of prospecting for new clients, and yet, so many advisers continue to do fantastically well with them. As with most things in sales and marketing of professional services you can take a short-cut to success by learning the lessons of others […]