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Who are your most valuable clients?
by Tony Vidler It may seem an obvious question to many however understanding who the most valuable clients are to a firm is not actually universally known it seems. There is often an innate understanding of who they are however it is often not underpinned by any analysis. Even when there is, and […]
The biggest personal productivity killer for Advisers
by Tony Vidler Everyone would like to achieve more in less time. They would like to have better business results for less work, and have more time away from the business. Personal productivity – or business efficiency if you prefer – matters, and there are a host of things that can kill it, but […]
by Tony Vidler A constant question from average professional services firms is “how do high growth firms do it differently?” It is certainly a question worth asking, as the performance difference is often dramatic. There are many things that high growth firms do differently and better than the market average of course, not least […]
by Tony Vidler Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited. They are simply not referable. The missing ingredient for many service firms is remarkable service. Customers are […]
by Tony Vidler Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals. Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
Presenting Professional Collaboration to Clients Simply
by Tony Vidler Consumers increasing need solutions which require collaboration between professionals, and while plenty of suggestions can be found about how to collaborate with others from other professions, there is not quite so much suggestion about how to collaborate successfully with professionals from within the same sector. Consumers usually want fairly straightforward […]
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 […]