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the prospecting process
Prospecting Today: It is a process, not a thing
by Tony Vidler        Prospecting today is a continual process, not a series of one off actions as it once was.     Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]
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prospecting fishing analogy
Prospecting tip: “Fish at your feet first”
By Tony Vidler, CFP CLU ChFC A fisherman friend gave me a great prospecting reminder: fish at your feet first.   His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right next […]
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importance of frequent contact
The Importance of Frequent Contact
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 […]
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pitching the message
Pitching Your Marketing To The Target Client’s Buying Journey
By Tony Vidler Every practice needs to be pitching their marketing efforts at the ideal point in the target market’s buying process, because no practice has enough money and time to cover every possibility.   Today’s consumers go through a process of engaging with professionals which is a little different to the consumers of 20 […]
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How to get your prospects attention…and keep it.
by Tony Vidler        Sad but true apparently:   The average Goldfish has a greater attention span than the average human reader.   That presents a bit of a challenge when it comes to us getting their attention, and then holding it long enough to make our point and get them interested in engaging with […]
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Have you figured out where your low-hanging fruit is?
by Tony Vidler Have you ever thought about where the easiest wins are in getting new business?   Or if you prefer; where the low-hanging fruit is?   There will be latent opportunities inside most professionals businesses, and usually those opportunities are taken on an ad hoc, or reactive, basis rather than being planned and […]
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8 Reasons Advisers Should Be Blogging
by Tony Vidler        Blogging is one of the best business development tools for professionals wanting to establish expertise and authority publicly.   The statistics tell us that it matters to the people who we want as customers, even if you personally don’t feel there is much merit in blogging.  For instance:   Companies in […]
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content marketing for financial advisors
Sharing your content: how much leg should a lady show?
by Tony Vidler        When it comes to content sharing, how much is too much?  Or not enough?   An ongoing challenge for all of us in the information age who are looking to stand out professionally is how to get the balance right in our content marketing.  Or as I like to think of […]
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Will you marry me?
 by Tony Vidler. I have no idea what the actual statistics would be, but I am willing to wager that the success rate of popping the question “will you marry me?” onto a prospective partner who you have not yet dated is probably pretty low.   If you’ve dated for a bit, the odds get a […]
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