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Creating a Value-Based Pricing Engagement
by Tony Vidler For all the emphasis upon removing conflicts in client fees there is little being said about value-based pricing in professional services, and yet it is a concept which is most likely to match the clients perception of value with the professional’s desire to avoid conflicted models or time-based billing. Perhaps […]
Make your professional designation mean something to clients
by Tony Vidler In a time where so many professionals struggle to identify and articulate their value to consumers I have to wonder why aren’t more professional financial advisers using their designations and qualifications better? Does it mean anything to potential clients? Often it doesn’t. And the reason it doesn’t is because […]
by Tony Vidler Value Proposition. It is the value that you propose to deliver to a potential customer. What it is not is anything other than the value you propose to deliver to them. Seems simple enough, doesn’t it? Apparently it isn’t though. Pretty much every professional you talk to […]
by Tony Vidler We all want to be at the point where the ideal prospects just ring in – preferably continuously. So many incoming calls from ideal prospects in fact that we have to put our fees up just to control the demand. Nirvana! Oftentimes we see senior professionals where that is […]
by Tony Vidler Professionals should take a leaf out of George’s playbook and share their story. Be like George. Who is George? He’s just a young man who is trying to get ahead in life and who took the initiative to get out and start marketing himself – and is doing […]
by Tony Vidler I am really poor at valuing the advice I give. Always have been I think. But then, that isn’t unusual for financial advisers is it? In my experience most financial advisers are poor at valuing the advice they give. This is despite a number of excellent studies highlighting […]
Answer the only question that matters and prospects will do what you want
by Tony Vidler The W.I.I.F.M. – The big “what’s in it for me?” question is the only question that matters to a prospect isn’t it? Strip away all the behavioural psychology and best practice advice process…forget sales technique and cunning tactics to trick people into opening their wallets. Just answer this question at […]
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler The Challenge: Getting prospects to buy into the financial advice planning process. The Solution: Show them HOW the process works. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
Innovation in Advice: Why does it have to be this way?
by Tony Vidler “Innovation” and “delivering advice” do not usually go together do they? The way advice is delivered by tens of thousands of professionals tends to gravitate to the same methodology. There is safety hiding in the herd, right? The type of advice delivered by tens of thousands of professionals tends to […]
by Tony Vidler It may seem an obvious question; but do you know what IS “value” to your prospect? Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Offering water to a drowning man […]