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Why we get price resistance
by Tony Vidler Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often […]
Are you offering Advice clients Fast Food or Fine Dining?
by Tony Vidler Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience. Both do the job, albeit in different ways. But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]
Helping Consumers Compare Solutions Will Lead Them To You
by Tony Vidler Todays consumers will compare before deciding who to use, so help them do it. If you help consumers compare solutions well, it will lead them to choose you. And it can streamline your advice when you do get chosen. Use the generic product or strategy information from your financial plans or statements […]
Financial Advisers Problem? Offering To Do Too Much
by Tony Vidler Advisers have a few problems these days. The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning. […]
by Tony Vidler Spoiler: YOU do NOT have to be unique to have a strong differentiator. People mistakenly believe that they have to find their “uniqueness” in order to be able to articulate their value to the market. But your uniqueness doesn’t really matter in reality. You are one of 7 billion unique […]
How clients choose when Advisers all seem the same
by Tony Vidler How do clients choose which adviser to use when to outsiders looking at the profession as a whole, everyone looks about the same? Sure there are individual differences in the human beings, with the full range of beautiful people, and those who are beautiful only to their mothers perhaps, and all […]
by Tony Vidler Coaching is about changing behaviour in order to change results. Advising is telling people what, and perhaps how, something should be done. Advising is basically “having the answer” and telling someone what it is in its most simple form. Coaching is a blend of telling and teaching, monitoring and managing, and, […]
You fix financial worries…so why not tell prospects that?
by Tony Vidler “Investors spend 475 hours a year worrying about money” apparently. Well I bet the people who don’t have enough to be considered “investors” spend a heck of a lot more time than that worrying about money….but still, this is about 20 days each year spent just thinking or worrying about money […]
by Tony Vidler The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not product related at all. This seems daunting to the many financial advisers who have “grown up” in an environment where they were paid by commissions […]
Creating A Culture Of Client Advocacy For Your Practice
by Tony Vidler In an ideal world all of our ideal clients would become active “brand advocates” for us…client advocacy would be the key driver of growth in our client base, wouldn’t it? Our clients whey would be so in love with how our advice and expertise has positively changed their world that they’d […]