advice process Archives - Page 4 of 21

Are you sure your clients know what else you COULD do for them?

by Tony Vidler All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them! The reason is usually a very simple one: the clients do not know everything we could do for them. Or perhaps they did know, but forgot. Or worse, […]

You fix financial worries…so why not market that?

by Tony Vidler It seems pretty much everyone has financial worries. “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 […]

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“. […]

Professional Triage: Targeting The Immediate Need

by Tony Vidler A huge mistake many advisers make is trying to deliver comprehensive advice to a client concerned only with an immediate need. We need to recognize when triage is required, as opposed to when ongoing nursing is needed. The immediate need is the more often the trigger for an advice client to coluntarily […]

There is a need for speed with lead conversion…

by Tony Vidler Speed kills…except in sales….there IS a need for speed with lead conversion. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true. Perhaps Maverick said […]

What is “Good Content” For Advisers To Use?

by Tony Vidler Nearly every advisory firm says “we need more prospects“. sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser. And frankly […]

The best way to manage emotional clients

by Tony Vidler There comes a time for all of us when we find ourselves dealing with a client who is not acting rationally, or logically, and is driven by their emotions. It’s tough to handle isn’t it? There is every risk that whatever you do will be seen as confrontational, or dismissive and […]

The “services” bit in your service business just might be the best ROI

by Tony Vidler The standout burning issue for most professional services firms remains attracting and developing new business, and advisers have a lot of distractions. The thing that is often compromised is existing client service as advisers deal with all the change and try to remain commercially viable. Yet, the most valuable investment for […]

The most preferred, and most effective, client communication tool?

by Tony Vidler Engaging with clients and prospects is critical to getting the right business from the right people, and there is a surefire client communication winner (still): The humble electronic newsletter. Let’s begin by thinking about what you are trying to achieve with any client engagement method and you will probably come up […]

Pro Bono work: it is still professional advice

by Tony Vidler Oddly, I was asked whether pro bono work is still considered professional advice, implying immediately that it carried some lesser responsibility on the part of an adviser simply because they were not earning revneue from it. Why would pro bono clients deserve any lesser standards of ethical behaviour, professional competency or […]

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