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Balancing Adviser Needs and Clients Wants
by Tony Vidler The professional Financial Advisers’ needs matter as much as the Clients’ wants. Consumer groups & regulators will probably disagree of course, but the ideal practice is one which surely achieves this balance isn’t it? After all, practitioners are trying to earn a living and meet the wants and needs of their own […]
by Tony Vidler Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]
by Tony Vidler Experience reviews…consumer reviews…I blame TripAdviser for it; but maybe it wasn’t them…Whatever, everyone out there now expects to be able to give a review of any business, and read others reviews of that business. In fact they can’t wait to provide their opinion of your business. It has become the norm. […]
Getting to the point where “Ideal Prospects Call Me!”
by Tony Vidler Who doesn’t want to be getting to the point where “ideal prospects call me” – and preferably continuously. Being so busy with new client opportunities that you just can’t handle them….So many incoming calls from ideal prospects in fact that we have to put our fees up just to control the […]
by Tony Vidler There is a sale that advisers have to make, before they make a sale. The first sale that has to be made is YOU. Advisers often tell me they are struggling to get potential clients to engage. The increasing compliance and documentation of advice, and the need to establish professional credentials […]
You are a professional? That doesn’t mean I trust you.
by Tony Vidler You’re a professional. Should I trust you? Nope. As a consumer, a user of professional services myself, I’m tired of hearing from professionals that they should be trusted just because they are labelled professionals. Let’s face it; many carry the label “professional” only by association anyway. The industry they are in […]
by Tony Vidler Trust is built over time. It is earned. It is not given automatically to most professionals by most prospective clients at the outset. That’s a reality. The very best we can hope for when someone doesn’t really know us yet is to be trusted enough to be given a chance to prove […]