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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler        Go the extra mile and clients will love you, right?   Maybe not.   While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
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It’s Prime Networking Time!
by Tony Vidler        There are two types of advisers at this time of year: 1.  those who begin finding it tough to close out the game 2.  those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]
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The 3 Keys To Attracting Your Successors – and keeping the talent
by Tony Vidler        It is one thing to atract talent to your firm, it is quite another to attract successors with the right talent though.  Many financial advisory firms see the need to create leverage and handle their own succession issues through recruiting new advisory talent but struggle to do it successfully.   The main […]
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Grow Great People If You Want To Grow A Great Business
by Tony Vidler        It is terribly simplified of course, but if you want to grow a great business then you need to grow some great people at some point in the process.  If we want to learn how to grow great people then it seems a good idea to think about how the people who […]
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Maybe the client IS the problem
by Tony Vidler        What you think is the problem is not always actually the problem.  Sometimes the person is the problem. Sometimes, maybe, the client is the problem rather than you.   Before talking about clients though allow me to use a non-client example.  Picture the scene: a partner in a practice is telling me […]
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How To Get Buy-In From Clients To Full Advice
by Tony Vidler        Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with.  Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]
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The Challenge For The Adviser As A Coach
by Tony Vidler        Coaching is about changing behaviour in order to change results.  Advising is telling people what, and perhaps how, something should be done.  Advising is basically “having the answer” and telling someone what it is in its most simple form.  Coaching is a blend of telling and teaching, monitoring and managing, and, […]
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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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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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