adviser communication Archives

Keep ideal prospects until they’re ready for just $2.50 per year…

by Tony Vidler Good prospects take time to convert to clients, so one of the tricks of great businesses is to keep ideal prospects engaged until they are ready to become clients of their own accord. An incredibly powerful tool for finding and then converting ideal prospects still remains the humble newsletter. You […]

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 […]

The powerful marketing tool that you use every day, but hardly use for actual marketing

by Tony Vidler The most powerful marketing tool most professionals have is the one they use scores of times daily, but which they usually do not do any actual marketing with. email. Love it or loathe it, we all use it. It is not going away anytime soon, and it is not about […]

The Importance of Frequent Client Contact

by Tony Vidler Advisers underestimate the importance of frequent client contact and “Frequent contact” is in itself a phrase that is interpreted differently amongst advisers. So how often is “frequent”? How often is often enough? For a long while the mantra was “be in touch every 90 days”, but that was in a […]

Crisis Communications: Sending Virtual Hugs Is Not Silly

by Tony Vidler ok…maybe it isn’t appropriate for professionals to actually send virtual hug memes. But then, maybe it is. It all depends on the relationship you have with the client doesn’t it? For some it might indeed be right….but that isn’t really the point of this article. It is the concept of “sending […]

Different communications are methods needed for different clients

by Tony Vidler Different people learn and comprehend in different ways, and different sorts of clients need different sorts of communications methods and styles if messaging is to be truly effective. One size really does not fit all. A Little while ago LIMRA did some research on preferred methods of communications by […]

Talk is cheap…but the returns are fantastic

by Tony Vidler Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I love using digital and leveraging it to communicate to as many people as possible, and it […]

Listen to the market or get out while you can

by Tony Vidler “Two Ears but only one mouth”…blah blah blah…sales training 101, right? We know how important it is to “listen” to clients, and we know the danger of losing touch with what they want and what they are thinking. Every single professional has lost good clients at some point simply because […]

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