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Why don’t you roll the dice and ask for referrals anyway?
by Tony Vidler        On some things you just have to roll the dice and take your chances in life.  Asking someone for a date….getting on a plane…or asking for referrals. It doesn’t always work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” […]
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You really do have to sell more to clients…REALLY.
by Tony Vidler        This should be a self-evident truth that requires no explanation, but apparently it isn’t: Your clients will stay with you longer and be more valuable to you if you cross-sell multiple products and services to them.   Yes, yes…I know…there is that word “sell” and it doesn’t always sit well with […]
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Target Market: You need 3 of them…
by Tony Vidler        Whenever we talk about target marketing and chasing an ideal client it seems to be assumed that there is just one “right client profile”.   Not true.   There are usually 3 target market client profiles that I recommend, as we have a commercial requirement to balance up the odds of […]
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Referrals: You are probably letting hundreds go each year
by Tony Vidler        Why so many professionals struggle to get referral business consistently generally comes down to 2 things:   1.  They don’t position for them 2. They aren’t prepared in advance   Something like one-third to a half of the people we engage with might be prepared to provide referrals – IF we […]
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Reward the right behaviour – or it will kill your practice
by Tony Vidler        We tend to get the behaviour which we reward repeatedly.  Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it?   Here are a couple of real examples of how this plays out: In one instance it was watching a previously excellent professional […]
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Know and Use the Principles Of Influence Deliberately
by Tony Vidler        One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by.  There are exceptions of […]
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How One Successful Financial Planner Gets New Business (part 2)
by Tony Vidler         Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful.  The constant question is: “What are others doing that are successful for them?”   In a previous post one leading financial planner shared where he gets his new business from, and the […]
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Not All Consumers Make Good Advice Clients
by Tony Vidler        Everyone is after the good advice clients it seems…or are they?  Robo-advisers, direct marketing, 24/7 online transaction facilities, product kiosks and over the counter solutions to shoppers at supermarkets…these are all “financial advice” choices for consumers today.  (for “Financial Advice” read “anything associated with a financial services product or service which […]
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The easiest content-creation idea in the world!
by Tony Vidler        Even when advisers finally buy into the need to engage patiently with prospects the content creation required to feed an engagement marketing system worries them.  Creating content seems to be so hard for so many, which is odd because professional advisers are masters of creating content.  They do it every day […]
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Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler        One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands.  After all, it takes great skill and careful through to be able to simplify complex […]
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