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Help Referrers Really Understand Who You Want To Meet
by Tony Vidler        One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
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Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast
by Tony Vidler        Is it appropriate to be paying COI’s a share of your success from their influences?   Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers?   Personally, I think not.  However, it is actually just a little more complicated than that […]
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Compliance: Here are the only 3 things that matter
by Tony Vidler         Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane in this picture: Compiance is largely considered a burden – albeit a necessary one.  As is usually the way of these things a substantial body of documentation has blossomed over the years which […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals.   In fact there IS a good chance that you will jeopardise your existing […]
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6 Things Banks Taught Us About Building A Super Profitable Business
by Tony Vidler         It seems obvious, yet somehow it isn’t.  The more you know about your customers the more business you can do with them.  Can.  Not “will do with them”….but “can”.   Market and customer intelligence provides potential business opportunities – if you are able to act upon it.   Take a tip […]
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Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so.  If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
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Clients need to be reasonable and meet expectations too
by Tony Vidler        It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]
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Why Good Content Matters (and what it looks like)
by Tony Vidler        Pretty much every time I get into a discussion with professionals about building up their business they begin by thinking that the answer is “get more prospects“.  There is no doubt that getting more prospective customers helps build a business of course, but what builds a business faster and less stressfully […]
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How Often Should We Try To Engage With Clients?
by Tony Vidler        “How much is too much contact?”   “How often is too often?” Having bought into the need to engage with prospects and clients until they are ready to move ahead the next burning question from advisers centres upon what level of contact with customers is the “right amount”.   Much of […]
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Engage, Engage, Engage…make it a PROCESS!
by Tony Vidler        If real estate is driven by location, location, location, then surely the advice business is driven by engage, engage, engage.   I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients.  A process of engagement is also often the […]
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