Quick Tips Videos Archives - Page 4 of 19

Help Referrers Really Understand Who You Want To Meet

by Tony Vidler One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]

Know and Use the Principles Of Influence Deliberately

by Tony Vidler One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by. There are exceptions of […]

Target Market: You actually need 3 of them…

by Tony Vidler Whenever we talk about target marketing and chasing an ideal client it seems to be assumed that there is just one “right client profile”. Not true. There are usually 3 target market client profiles that I recommend, as we have a commercial requirement to balance up the odds of getting the […]

How could you make your “Advice” become tangible?

by Tony Vidler Sensory sells…having an intangible become tangible absolutely helps people buy. And when it comes to buying “the tangible”, presentation is everything isn’t it? The most ordinary things become something special when beautifully wrapped and presented. The wrapping and presentation creates intrigue and interest and heightens the anticipation and pleasure…. Is it possible […]

Clients need to be reasonable and meet expectations too

by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]

How can you tell if your practice is winning?

by Tony Vidler A financial advisory practice may be doing well and making money without knowing whether it is winning or losing compared to the rest of the market. You can be profitable, but still lagging the level of profitability of the bulk of the market. Or you could be borderline profitable but well ahead […]

First, Become Famous In Your Neighbourhood

by Tony Vidler Where are your advertising dollars, and efforts, going to get the best return? It seems that the majority of small businesses get the majority of their new clients from their local area, which is not terribly surprising given that most professional service businesses largely compete on “convenience”. Without a compelling value […]

The Magnificent 7: who do you need if you want corporate clients?

by Tony Vidler One of more unusual things that has been observed over the years is that usually there are 7 people you have to get onboard to get a corporate client. Exactly who is in the “Magnificent 7” depends on the size of the firm, and even small firms will often involve 7 […]

Social Media: Are you hogging the conversation?

by Tony Vidler You should post on social media once a week. No. You should post 6 times a day! ummmm….how much is right? The short answer is “it depends”. It depends on the platform you are using, and it depends on your target audience and their appetite for content or engagement, and it […]

Engage, Engage, Engage…Make prospecting a PROCESS!

by Tony Vidler If real estate is driven by location, location, location, then surely the prospecting process is driven by engage, engage, engage. I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients. A process of engagement is also often the missing […]

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