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How do you WOW the new client?
by Tony Vidler What steps do you take to eliminate buyers remorse with a new client? It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging them, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has […]
by Tony Vidler All advisers want clients to say “yes” more often…in particular “yes” to everything that the Adviser could be doing for them instead of just getting a “yes” to one service. To achieve that an Adviser needs to continually raise clients awareness of everything that you can do to help them – […]
by Tony Vidler If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy. In this quick tips video we discuss these 5 […]
Why your FREE service is a barrier to getting the right business
by Tony Vidler Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”. It simply isn’t true, and that in itself prevents the right sort of clients coming your way. The fundamental reason why this just doesn’t cut it with consumers is because they don’t believe […]
Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler When business planning is a bit of a struggle it pays to ask yourself why you went into business for yourself. You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance […]
by Tony Vidler Everyone wants easy business yet we so often make it harder than it has to be. Get the low-hanging fruit first. Twice as easy to get, and just as sweet. Nothing is wrong with it – and it’s smart business. It’s not always simple to recognise where the easy business […]
how to avoid being a commodity as a professional adviser and being chosen on price or convenience comes down to having a strong value proposition. Building a great brand involves more than just a value proposition, but this alone can eliminate those who choose just on price...
by Tony Vidler Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”. In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]
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 […]