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Could you be a Thought Leader Adviser?
by Tony Vidler A big phrase of recent times for anyone in professional services is “Thought Leadership”. Everywhere you turn someone is writing or saying “be a thought leader”…and nearly every audience asks “what is a Thought Leader, and how do you get there?” To put it in its most simple terms, it […]
by Tony Vidler Elite financial advisers do things that average advisers won’t do. They practice stuff before going to market with it for instance. The best in any field practice before trying to win out on the field. In the advisory business that means practicing presentations of course…but it also means embracing roleplay to […]
by Tony Vidler Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking. After all, they were taught that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]
by Tony Vidler One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term. It doesn’t have to become […]
by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]
Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler Go the extra mile and clients will love you, right? Maybe not. While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
by Tony Vidler Disclosure is back on the regulatory agenda again, and the rules will undoubtedly be changing yet again. There is no doubt in my mind that disclosure of costs, fees and conflicts enhances trust and professional credibility. However, there is also no doubt in mind that disclosure can be taken so far that […]
by Tony Vidler There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]
The 3 Keys To Attracting Your Successors – and keeping the talent
by Tony Vidler It is one thing to atract talent to your firm, it is quite another to attract successors with the right talent though. Many financial advisory firms see the need to create leverage and handle their own succession issues through recruiting new advisory talent but struggle to do it successfully. The main […]
Choose your words carefully…they can change the choices that prospects make!
by Tony Vidler There are decades of good quality research now which help us understand how people are influenced, and what words or language are most likely to influence them. The words that financial advisers choose to use matter more than ever before if we want people to follow our advice given that professional advice […]