business owner prospecting Archives

Lead with the business you DON’T want to get the business you DO want

by Tony Vidler We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally. If you have figured out what sort of business it is you do want to get then you have (by default) figured out the areas of […]

Peer-To-Peer Marketing: it’s just one Business Owner to another

by Tony Vidler Research keeps telling us that peer-to-peer marketing, or old fashioned word-of-mouth advertising and recommendations, is still the most effective form of marketing there is. Virtually no discriminating consumer today trusts advertising – and virtually all consumers who are prospective professional services clients are discriminating in that they are increasingly selective, wary […]

7 EASY Ways To Use Social Media For Prospecting

by Tony Vidler I remain amazed that there are still financial advisers who say they do not see the point of social media when it comes to their business. Most of those advisers also keep saying that they could do with more prospects and customers. Is there any chance that these two concepts might […]

Prospecting has never been easier…for some!

by Tony Vidler Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier. If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”. Prospecting […]

The simple prospecting system from the worlds greatest ever salesman

by Tony Vidler According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career. One at a time…working “retail” with high priced items. And selling the same things, at the same price, as a heck of a […]

Is that Prospect really a Prospective Client YET?

by Tony Vidler Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number. But is that enough for a prospect to really be a “prospective client”? Knowing their name and how to contact them? Somewhere on the path to professionalism some of […]

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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