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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 […]
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For Converting Prospects Patience Pays Off!
by Tony Vidler        Converting prospects is no longer about sales technique, it is about patiently engaging and educating and matching their timeframe.   But being a lot more patient than ever before pays off with higher value clients who stay longer.  But how patient do you have to be?   Research consistently shows that […]
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new-connections-linkedin
Engage With Your New Connections To Get On With Business
by Tony Vidler        So you have some new connections on LinkedIn…congratulations.   What now?  Or rather, what next? How does actual engagement begine?   Making new connections via LinkedIn is great…but it is better if you can take those new connections and turn them into meaningful engagement and conversation. It is a business-to-business platform […]
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Easy business in the low-hanging fruit
by Tony Vidler        Everyone wants easy business yet we so often make it harder than it has to be.  Get the low-hanging fruit first. Twice as easy to get, and just as sweet. Nothing is wrong with it – and it’s smart business.     It’s not always simple to recognise where the easy business […]
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why financial planning clients leave the financial adviser
Client Twisting: Why clients move
by Tony Vidler        Clients move firms.  It is just a fact of life.  When they leave us 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 […]
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Be Valuable By Simply Making Clients Lives Easier
by Tony Vidler        There are many ways to be valuable to clients, and a frequently overlooked aspect of value is simply maing clients lives easier for them.   A massive opportunity exists for advisers to remove complexity from their clients lives, and in turn, be valued for the advice and convenience they deliver to […]
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Keep ideal prospects until they’re ready for just $2.50 per year…
by Tony Vidler        Good prospects take time to convert to clients, so one of the tricks of great businesses is to keep ideal prospects engaged until they are ready to become clients of their own accord. An incredibly powerful tool for finding and then converting ideal prospects still remains the humble newsletter.   You […]
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How To Get Paid For Each Piece Of Advice You Give
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 […]
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Which Clients To Keep; Which Ones To Fire
by Tony Vidler         More clients is good, right? But when you have plenty of clients on the books the question becomes which clients to keep. Or which ones to get rid of.  Actually, advisers should be constantly asking these questions regardless of how big their book of clients actually is.  They are not questions […]
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We should be using more video with email
by Tony Vidler        If you aren’t using video with email to educate and engage clients and prospects yet, why not?   It seems an odd thing with everyone having smart phones that can take high quality video’s on the spot, and with everyone also drafting and sending perhaps a 100 emails a day, but […]
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