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When clients say “too expensive” there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
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A surefire way to get a Prospect to choose You!
by Tony Vidler        You are ALWAYS competing to have the next prospective client choose you.  In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were.  We are […]
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How to engage clients in a review of financial advice
Your Philosophy MIGHT Be Your Real Point of Difference
by Tony Vidler        Advisers often struggle to articulate their point of difference, yet they usually can easily express well thought out beliefs and philosophies about money and planning.   So most advisers think carefully about such things and build up a philosophy based upon their formal learning and real world experience that shapes their advice […]
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How To Get Clients Choosing You
by Tony Vidler        You need to get clients choosing you over the other adviser or you’re dead in the water, right?  Often you don’t even know that they were comparing advisers until it is too late and the choice has been made.  That happens to all of us in our careers.  Once that choice […]
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second opinion service from financial advisors
Marketing your Professional Opinion
by Tony Vidler        One of the best marketing ideas I have come across is the “Second Opinion” service, because it positions you as a professional, and as an “adviser” rather than a product centric financial services person.   The concept is brilliantly simple, and firmly centred upon providing sound professional advice.   You provide […]
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Valuing the TIME you save for clients
by Tony Vidler        Valuing time is something we all do…or know we should do.  And one of the most valuable things that financial advisers do for clients is to save the clients own time.   How powerful would it be to quantify that in dollar terms for a client?   Everyone knows the maxim […]
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Why should they choose you?
by Tony Vidler          If you want ideal prospects to choose you over any number of other highly qualified professional advisers then you must have the ability to succinctly articulate what makes working with you special.  Why should they choose you?     This is often referred to as having a “Unique Selling Proposition”, or […]
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practical-financial-planning
Describe Your Advice Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]
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best-practice-advice
Best Practice Advice Means Meeting Client Expectations Too, doesn’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 do.  In fact, there is a distinct probability that the gap between what professionals call best practice advice and what clients expectations of best practices are  continue […]
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Innovate to Differentiate (it CAN be done by professional services firms)
by Tony Vidler        One great way to differentiate is to innovate.  You do not HAVE to innovate to differentiate of course, but innovation definitely leads to differentiation. There is a perception that in order to innovate one must receive a flash of inspiration.  A blindingly brilliant epiphany-like moment.   Sometimes that happens.  More often […]
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