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Fighting Off “Free” Advice
by Tony Vidler “Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. […]
by Tony Vidler It is tough to get clients and prospects to follow our advice a lot of the time, and it makes a huge difference if we can figure out how to be more effective when giving recommendations. More people will follow our advice, we help more people get the outcomes they are […]
by Tony Vidler Every professional needs to use negotiating skills every week…if not every day. We are constantly negotiating with clients, or on behalf of clients, for a host of things, and it often becomes a source of stress and angst for all parties, with latent dissatisfaction underlying. The reason why that is […]
Appealing to an Influencers Self Interest (but for good!)
by Tony Vidler An effective method of generating interest with influencers in referring some of their clients to you is appealing to their self interest. It sounds terribly crass when it is said out aloud like that of course, but let’s cut to the chase. Every professional out there makes a living from […]
by Tony Vidler I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients. It kills sales. Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
by Tony Vidler We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”. They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of people […]
Use Visuals To Create Better Engagement With Advice
by Tony Vidler Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually. We all know from personal experience […]
by Tony Vidler Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions and conflicts of interest increases in financial services. That’s a great thing for professional advisers. It is however a question that many struggle to answer adequately when commission on products […]
…so, WHICH urgent AND important person comes first?
by Tony Vidler The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and accept” – hanging up on your best client? Do you ignore your COI? Are you […]