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Focus On 3 Things To Make Next Year The Best Production Year Ever
by Tony Vidler There are so many things you COULD plan to work on to improve next year, but what REALLY matters? Maybe having the best production year ever…that would be helpful. It is easy to get caught up in making lots and lots of plans and goals and arranging to be incredibly […]
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 […]
by Tony Vidler One of the toughest areas of practice management is building your team and keeping the team “right for 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 […]
Regulatory Reform: The Danger Of Knee-Jerk Reactions
by Tony Vidler Regulatory reform is everywhere (in the west at least) in financial services and the biggest distraction for advisers is what they need to do to adjust for it…again…and the focus is almost always entirely upon the short term. Knee-jerk reactions become the norm as advisers grapple with the burning questions, such as: […]
Coaches Get Higher Fees Than Advisers. Do That Then.
by Tony Vidler As more financial advisers move into fee-based work the common question seems to revolve around what fee level is right for them and their clients. High fees are not great, but higher fees are needed to run the advisory firm. So obviously the first thing is working out what fee […]
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. Your people hate them too usually. 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 […]
by Tony Vidler The elite performance achieved by some financial advisers seems to come down to them being better at positioning themselves professionally than average advisers are. That positioning really pays off too: various surveys suggest that they get up to 2.5 X MORE business from new clients than average advisers. And to […]
Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler When business planning is a bit of a struggle it pays to ask yourself why you went into business for yourself. 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 […]
by Tony Vidler Knowing and working exclusively in your niche is nirvana for most professionals. Your niche is that absolute sweet spot where what you are fabulous at overlaps with what you love doing, and it is something that other people value and will pay you for. It is not a simple […]
by Tony Vidler Clients move firms. It is just a fact of life. When they leave us most times we blame someone else…we call it “twisting” or “churning”. The immediate inference is the client only left because somebody else – who is less ethical – took perfectly good business and moved it for no […]