client engagement

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 317 other followers

sidebar_tony
Facebook: 0, Twitter: 13956, LinkedIn: 689
6 Steps to becoming the “Go To” Adviser
by Tony Vidler        “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel.  Socially surround your buyers and their “sphere of influence”…”   Jill Rowley; Oracle.   The phrase “information concierge” captures the essential strategy for professional positioning […]
Read more.
Patience Pays Off! (More than ever before)
by Tony Vidler        How patient do you have to be in today’s world to turn an enquiry into a customer?   A lot more patient than ever before…but it pays off!   Research consistently shows that around 79% of the time “salespeople” have around 3 contacts with a prospective customer before they give up.  […]
Read more.
Being valued as a financial advisor
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 […]
Read more.
Keep ideal prospects for just $2.50 per year…
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. […]
Read more.
why financial planning clients leave the financial adviser
Client Twisting? Here’s why they say goodbye
by Tony Vidler        Clients leave us, and most times we blame someone else…we call it “twisting” or “churning”. The immediate inference is the client only left because somebody else – who is less ethical – took perfectly good business and moved it for no reason other than their own gain.  Twisting becomes the acceptable […]
Read more.
What is the point of an expensive CRM system?
by Tony Vidler        An adviser who plans on being in the business for another couple of decades asked what the point is in paying for an expensive and fancy CRM system. Honest.  He did ask that. He has a list of clients in Outlook and has the clients home addresses, phone numbers, and sometimes […]
Read more.
sell-more-to-existing-clients
3 ways to get the low-hanging fruit
by Tony Vidler        Everyone wants business to be as easy as possible, yet we so often make it harder than it has to be.   What’s wrong with living on some low hanging fruit if there is more of it than you can eat? Nothing is wrong with it – it’s smart business.  And […]
Read more.
paid-advice
How To Get Paid For Every Advice Step
by Tony Vidler        Here’s a simple strategy for getting paid fairly for the advice you give….and I mean getting paid for ALL the advice you give…every step of the way.   There are broadly three possible parts to any client work: 1.  Planning 2.  Implementing, or “putting in place” any planning recommendations 3.  Ongoing […]
Read more.
sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
Read more.
drop-clients
Anchors away! How to work out which clients to drop
by Tony Vidler         More clients is good, right? How many are enough for a typical adviser though? 1,000? 2,000? 200? And then the plan is “drop some clients, and build it back to up whatever the ideal number is/was with better clients.” Let’s begin by challenging a big myth pervading many practices, being that […]
Read more.