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Where will the greatest disruption to your practice come from?
by Tony Vidler Disruption has long been a feature of financial services distribution. Generally disruption occurs with new market entrants, product innovation, shifting strategic focus on the part of suppliers in relation to control or autonomy of distributors….but disruption has typically come from within the industry itself. Many years ago I read a piece of […]
by Tony Vidler Advisers know that changes to our business are coming thick and fast, and advisers know that clients are changing in their expectations of service, solutions and experiences. So what do we have to change in order to keep our clients Probably everything that we have taken for granted for years has to […]
by Tony Vidler The question of whether client contact frequency makes a discernible difference to the strength of the adviser-client relationship, or enhances the perceived value of the adviser to the client, is one which still perplexes the industry. Professional opinions from marketers and consultants, and amongst advisers themselves, vary enormously on the […]
by Tony Vidler “Two Ears but only one mouth”…blah blah blah…sales training 101, right? We know how important it is to “listen” to clients, and we know the danger of losing touch with what they want and what they are thinking. Every single professional has lost good clients at some point simply because […]
by Tony Vidler It is logical to do a bit of client segmentation so that you can figure out what levels of service can be offered to which clients profitably. The funny thing is that most of the time it is the “profitably” part that gets lost in the client categorisation process…. While […]
by Tony Vidler Professionals underestimate the importance of frequent contact with clients and prospective clients. “Frequent contact” does of course mean being in touch often. How often is often enough though? For a long while the mantra was “be in touch every 90 days”, and that was in a time of expensively printed paper […]