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Different communications are methods needed for different clients
by Tony Vidler Different people learn and comprehend in different ways, and different sorts of clients need different sorts of communications methods and styles if messaging is to be truly effective. One size really does not fit all. A Little while ago LIMRA did some research on preferred methods of communications by […]
by Tony Vidler There comes a time for all of us when we find ourselves dealing with a client who is not acting rationally, or logically, and is driven by their emotions. It’s tough to handle isn’t it? There is every risk that whatever you do will be seen as confrontational, or dismissive […]
Become more valuable to clients by making it easier
by Tony Vidler One of the key concepts that advisers must grasp is the need to be valued for the advice and coaching they provide, rather than their value being linked to a product solution. A massive opportunity exists for advisers to remove complexity from their clients lives, and in turn, be valued […]
by Tony Vidler An incredibly powerful tool for finding and then converting ideal prospects remains the humble newsletter. You can build, and maintain, top of mind brand awareness with it. You can establish or reinforce expert positioning with it. Your reach can be extraordinary – particularly so with an e-zine or email-based newsletter. […]
The powerful marketing tool that you use every day, but hardly use for marketing. But should!
by Tony Vidler The most powerful marketing tool most professionals have is the one they use hundreds of times each day, but which they usually do not do any marketing with. email. Love it or loathe it, we all use it. It is not going away anytime soon, and it is not about […]
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 Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I love using digital and leveraging it to communicate to as many people as possible, and it […]
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 Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process. We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
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 […]