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Advisers need to get selling
by Tony Vidler   Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]
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Let’s be honest with our honesty
by Tony Vidler        Disclosure is back on the regulatory agenda again, and the rules will undoubtedly be changing yet again.  There is no doubt in my mind that disclosure of costs, fees and conflicts enhances trust and professional credibility.  However, there is also no doubt in mind that disclosure can be taken so far that […]
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best-prospecting-question-ever
The BEST Prospecting Question Ever
by Tony Vidler        One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.   A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
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sales-scripting
The Benefits Of A Prepared “Sales Script” (and the steps to making one)
by Tony Vidler        Everyone you talk to hates sales scripts – especially clients and prospects.  Professionals hate them nearly as much.       I love them.  And I think professionals should love them too.       It is probably one of the most under-rated “steps to success”  because there is a perception […]
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three-dimensional-marketing
3D Marketing: There IS more than one dimension
by Tony Vidler         There is a tendency for those in professional services to see marketing in a single dimension whereas it really is multi-dimensional. Typically marketing is seen as being one of two quite different things – and neither are entirely right in themselves. It is either something “strategic” and broad and slightly fuzzy, […]
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Financial Adviser dinosaurs
The Financial Adviser Dinosaur: Not yet extinct
by Tony Vidler         Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]
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