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The first sale you have to make…
by Tony Vidler There is a sale that advisers have to make, before they make a sale. The first sale that has to be made is YOU. Advisers often tell me they are struggling to get potential clients to engage. The increasing compliance and documentation of advice, and the need to establish professional credentials […]
by Tony Vidler As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice. Coincidence? I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
by Tony Vidler Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking. After all, they were taught that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]
by Tony Vidler The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made. In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed. But […]
How to create a PROCESS to validate your product recommendations
by Tony Vidler Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better. This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]
Understanding The Client Buying Journey Will Get You More Of Them
by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation. 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 come to us for validation […]
Describe Your Services In Practical Terms To Get More Buy-In
by Tony Vidler Advice should, almost by definition, be “practical”. It should be a clear course of action that a client can use to achieve a specific outcome. Why don’t we describe our advice services that way then? Consumers often struggle to understand what we can achieve for them (or help them achieve), […]
Sanity Check: 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. In fact the proverbial “Statement Of Advice” has become anything but a “statement”. It generally takes the form of a tome… A “tome is a scholarly work…usually large, heavy and laborious in its detail. A […]
Meeting Client Expectations Is In The Clients Interests Too, isn’t it?
by Tony Vidler What constitutes “Best Practice” advice process is a constant work in progress, but it does not develop as rapidly as either technology or client expectations. In fact, there is a distinct probability that the gap between what professionals call best practice advice and what clients expectations are will continue to widen. […]