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What Price Is My Practice?
by Tony Vidler Given some of the trends beginning to take shape in financial services there must be serious questions about how to accurately value an advisory firm. The short answer to what is an accurate value will of course always be “whatever a buyer is willing to pay, and which you are willing […]
by Tony Vidler There are a number of traps that professionals consistently fall into when selling (or buying) a book of business. The mistakes are so consistent and prevalent that there is are some golden rules evolving on how to make sure any sale is successful. The Top 5 are: 1. Get […]
Why Advisers Need To Invest In Their Businesses, Now
by Tony Vidler For most of my advisory career there has been a very real opportunity for advisers to operate “lifestyle” businesses. It has enabled them to largely choose when they will work; who they will work with; and how much they will earn. It has cost little to run and required virtually no […]
The 4 Key Levers That Create Great Capital Value For A Firm
by Tony Vidler Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial independence. Building a profitable business is obviously essential, and it is a more valuable profitable […]
by Tony Vidler Building a profitable practice is is the first objective for practitioners, but building a sustainable profitable practice which has significant capital value is even better isn’t it? Many good practitioners achieve the objective of building a profitable practice easily enough. After all, that is little more than keeping the sales […]
In Process there is Profit! (But you DO have to herd some cats to get there)
by Tony Vidler The great news for anybody actually reading this post is that the headline already turned a bunch of your competitors off. That word “process” is just deadly for so many advisers today that too many won’t have bothered reading beyond the word. It has become associated simply with compliance, […]
By Tony Vidler Go the extra mile? 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 oddly enough in…uuhhhm… “providing service”…the answer to getting to more clients on the “satisfied” side of the line is […]
By Tony Vidler This is one of my favourite business quotes. My reason for pointing this out is because people keep forgetting it. If we turned temporarily from business to the world of sport – where success is often measured primarily by win/loss ratio’s -then I’d say that this is a favourite: My point in […]
Demonstrate Your Value And Prospects Will Choose You
by Tony Vidler Smart professional service firms today make sure they are demonstrating their value to prospects. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect […]
If you want prospects to "buy you", then dumb it down!
by Tony Vidler One of the best tips I can give anyone in professional services is “dumb it down- but don’t treat people like dummies“. There is a big difference between “dumbing it down” and treating people like dummies too. The first is about simplifying the message in order to be effective, whereas the second […]