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Life Insurance: what do customers want?
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 […]
Are you just swimming in circles, or do you have a strategy?
by Tony Vidler Where do you begin with designing a business strategy? It isn’t quite as hard as you may think…. First, you need to decide what you want to be known for, which then makes it relatively easy to work out where you need to compete in the market place. In […]
Become more valuable to clients by making it easier
by Tony Vidler One of the key concepts that advisers must grasp is the need to be valued for the advice and coaching they provide, rather than their value being linked to a product solution. A massive opportunity exists for advisers to remove complexity from their clients lives, and in turn, be valued […]
What you need to know if you’re going to buy to grow
by Tony Vidler As many advice businesses reach maturity it is common to consider whether they should “buy to grow”. Should they buy another practice, or more commonly, should just buy a book of business from another practice. The typical reasons suggested for wanting to grow through acquisition are: 1. Get new […]