advice delivery Archives

The Top Challenge In Shifting From Product Sales To Advice Delivery

by Tony Vidler Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients that’s how you work now.” That answer really is glib though and doesn’t touch upon the […]

A Statement Of Advice should be a “statement”

by Tony Vidler When it comes to providing advice in writing to a client there is undoubtedly unnecessary complexity usually. In fact the proverbial “Statement Of Advice” has become anything but a “statement”. It generally takes the form of a tome… And a “tome is a scholarly work…usually large, heavy and laborious in its detail“. […]

How To Deliver Value During Prospect Engagement

by Tony Vidler Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds. In the continual battle to be relevant and valuable there […]

Brainstorming for fact finding financial advice

How to challenge clients thinking without being confrontational

by Tony Vidler Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have […]

The Words We Use Can Break Or Make The Sale

by Tony Vidler We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]

Creating Happy Clients Is Not Enough

by Tony Vidler Creating and keeping happy clients IS essential for the success of a professional practice. There is no question about that. But is it enough to help a practice grow at a greater than industry average pace? I don’t believe so. Being a great practitioner and running an efficient & […]

Scope Creep: The Number 1 Problem In Fixed Fee Advice

by Tony Vidler “Scope Creep” is the killer for the Holy Grail of professional services business models: fixed fee advice. That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income just rolls in month after month. Fixed fee advice being delivered on […]

How To Make More Effective Advice Recommendations

by Tony Vidler If we can make more effective advice recommendations we increase comprehension and engagement and shorten the implementation timeframe. That’s good for everyone involved in the process. More people will follow our advice, we help more people get the outcomes they are looking for, and business is better for everyone. So […]

Professionals Have, And Use, Processes

by Tony Vidler True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven. We need to learn from those professions where the outcome of a poor day on the job is literally life or death. That isn’t generally the case […]

Getting More Prospects To Buy Your Advice

by Tony Vidler To get prospects to buy your advice and change direction you have to “sell emotion” and support it with logic, right? Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles I believe. I believe that the missing ingredient is […]

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