centre of influence Archives

Give COI’s the experience of what you do

by Tony Vidler One of the most effective things you can do to create confidence and support from prospective COI’s is take them through your client experience. Actually do the job that you do, for the Centre Of Influence. It is incredibly powerful and effective, and the chances are good that you will pick them […]

Know and Use the Principles Of Influence Deliberately

by Tony Vidler One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by. There are exceptions of […]

Compliant Advice: Here are the only 3 things that matter

by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]

How One Successful Financial Planner Gets New Business

by Tony Vidler The one question that continually gets thrown to me is “What are other advisers doing that is successful for them?” Every so often one is willing to share their trade secrets, and this is how one local successful financial planner gets his business, and that he was happy to share: He […]

Buildong a COI referral system for financial advisors

How to build a COI referral system

by Tony Vidler If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having a Centre of Influence (COI) driving the right types of ideal clients to you. A good COI will be an advocate for you and your business, and be proactively recommending […]

A 15 Step Plan For Creating Constant Referrals

by Tony Vidler The best way to generate constant referrals is by having “centers of influence” delivering qualified and interested prospects to you regularly. To do this successfully – especially with a number of COI’s – there 15 steps you have to work through. It is a simple idea, and like so […]

Begin Within: The FIRST Place To Market Your Practice

by Tony Vidler The first place you should market your practice and your own expertise is inside your own practice. Begin Within. It is where you will have the most receptive environment for refining and crafting your value proposition and marketing messages, where you can “field test” campaigns and promotional ideas, and most importantly, […]

Appealing To An Influencers Self Interest For Common Good

by Tony Vidler Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest. I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]

Creating Equitable Referral Alliances

by Tony Vidler For referral alliances to be sustainable both parties must feel that the alliance is equitable. If one party keeps getting more out of it than the other, is that alliance likely to last long term? One party at some point is going to feel that the relationship is rather one-sided […]

How to work with multiple COI’s in the same sector

by Tony Vidler Is it possible to work successfully with multiple COI’s (centre’s of influence) from the same sector? Many professionals would say “no”…or they do to me anyway. The feeling is that if the COI’s are competitors then one has to choose just one to work with. That is partially true – […]

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