Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Other useful resources
Facebook: 2831, Twitter: 13991, LinkedIn: 689
How often is too often to send emails?
by Tony Vidler “How often should I send emails?” is the perpetual question asked by professionals who are beginning to build an engagement marketing system or lifting their client communications and services standards. The objective is to find that balance between being continually present, but without being a nuisance. The bad news is […]
Give yourself a better chance of having prospects engage you
by Tony Vidler There is one simple thing that advisers should do to improve the probability that prospects will engage: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]
by Tony Vidler What you think is the problem is not always actually the problem. Sometimes the person is the problem. Sometimes, maybe, the client is the problem rather than you. Before talking about clients though allow me to use a non-client example. Picture the scene: a partner in a practice is telling me […]
by Tony Vidler If real estate is driven by location, location, location, then surely the advice business is driven by engage, engage, engage. I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients. A process of engagement is also often the […]
by Tony Vidler Even when advisers finally buy into the need to engage patiently with prospects the content creation required to feed an engagement marketing system worries them. Creating content seems to be so hard for so many, which is odd because professional advisers are masters of creating content. They do it every day […]
by Tony Vidler A frequently asked question by professionals using digital marketing is “how, and when, do I take the online engagement offline into the real world?” Let’s assume for the exercise that you have made a new connection on Linked for example. Often professionals will make new connections and then wonder what […]
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 […]
by Tony Vidler In order to be different, and stand out in a positive way in a crowded and noisy marketplace, it pays to do things a little differently to your key competitors. But just “A little differently” doesn’t mean you have to be radical. The first step in working out how and where […]
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 […]
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. […]
Almost half of risk clients don’t trust their insurer ow.ly/tlrW30qblwU
...Little wonder really with policymakers lashing out with dramatic headlines quoting unsubtantiated stats which are at odds with the industry's own stats...hardly confidence building.