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Want Prospects To Open Up? Learn from the Pro’s who make millions doing it for a living…
by Tony Vidler        We need prospects to open up if we are to to do our jobs well and help them as much as possible.  That takes a bit more thought and skill than merely flicking between open and closed questions. In today’s world with it’s much greater emphasis upon individual opinion and with our […]
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service-value
You Deliver Value, So Why Not Promise Value Up-Front?
by Tony Vidler        Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]
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client-is-king
The Customer Is NOT King; The Customer Is Not Always Right
by Tony Vidler        The mantra of “customer is king” is rubbish.  The customer is not always right, and the customer is definitely not the stakeholder who provides permission to practice.  Yet we keep hearing that the customer is king from marketers and interest groups as if it were a commandment.   A King or […]
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value-of-advice
Getting More Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy your advice and change direction you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles I believe. I believe that the missing ingredient is […]
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visual-aids-in-advice
Use Visual Aids To Create Better Advice Engagement
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visual aids. They create quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually.   We all know from personal […]
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