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A Value Creation Model For Advisory Firms
by Tony Vidler “Innovate or die” said Peter Drucker. Innovation is of course about finding new ways to create value. Have financial advisers been innovating in recent years? Have they been finding new ways to create value? If not, does it mean they are slowly slipping towards their commercial death? Many have […]
5 Questions to Align Adviser AND Employer Interests
by Tony Vidler A key to success for an advisory firm hiring other advisers is getting each parties interests aligned. That is, getting the behaviour you want as an employer while ensuring that the new adviser is most likely to be getting the outcomes they want too. There is a fundamental principle of […]
by Tony Vidler Unless you plan to work to the grave all practice owners need to be thinking “succession planning” at some point – preferably as early as possible. Maybe right even from the beginning of your practice. Succession planning is simply about working out how to exit the business at your preferred […]
by Tony Vidler One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase. When we think about it logically every person who buys […]
by Tony Vidler One of the toughest areas of practice management is building the right team around you. So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong. You will get hiring decisions wrong….and sometimes firing decisions wrong too. More […]
The Coach Gets The High Fees, Not The Adviser, So Be A Coach
by Tony Vidler As more financial advisers move into fee-based work the great dilemma is working out what fee level is right for them and their clients. There are a number of easy ways of working out what fee level is profitable, and it is usually easy enough to work out what fee […]
by Tony Vidler “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel. Socially surround your buyers and their “sphere of influence”…” Jill Rowley; Oracle. The phrase “information concierge” captures the essential strategy for professional positioning […]
Are You AND Your People Clear About What YOU Want?
by Tony Vidler Pretty much everyone running a business hates having to come up with job descriptions for their staff. A statement which may have been correct at a moment in time to describe a role, and the role is subject to constant change…they are pretty much a waste of time as means of […]
Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler Why did you go into business? You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance of building the life you want. This a particularly pertinent issue as many financial […]
by Tony Vidler In days gone by Customer Relationship Management (CRM) systems were used as little more than simple marketing machines. They contained enough information to know who your clients were and how to contact them, and perhaps even had some prospects in there, and be able to produce a mail merge to run […]