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How To “Up-Sell” Your Advisory Services
by Tony Vidler        There are many advisory services which most professionals can provide to clients and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]
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The 4 Key Levers That Create Great Capital Value For An Advisory Firm
by Tony Vidler        Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial independence.   Building a profitable business is obviously essential, and it is a more valuable profitable […]
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do-you-know-your-customer
Re-think what you THINK you know about clients
by Tony Vidler        Is it time for financial advisers to re-think what they think they know about clients?   Insurance is sold, it isn’t bought, right?   People don’t value advice, right?   Really?   I know from personal experience – both as an adviser and a coach working with advisers – that clients […]
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valuing advice
Properly Valuing Financial Advice
by Tony Vidler        When it comes to valuing your advice to clients what is a “fair” rate or price?  $100 per hour seems pretty cheap for any professional – plumbers cost more than that, right? But what about $1,000 per hour? That’s not actually a bad rate if someone can create $5,000 of value […]
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How to build a good Advisory Practice client service system
by Tony Vidler        Good service is good business. For financial advisers, service really IS the business, because that is how you build capital value.  Great clients who stay with the firm when ownership changes is your retirement plan isn’t it?   How do you build a good system of service though that ensures you […]
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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 […]
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