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How One Successful Financial Planner Gets New Business
by Tony Vidler         The one question that continually gets thrown to me is “What are other advisers doing that is successful for them?” Every so often one is willing to share their trade secrets, and this is how one leading financial planner that I know gets his business, and that he was happy to […]
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professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
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referral-effort
12 Steps to Creating Constant Referrals
by Tony Vidler        The best way to generate constant referrals is by having “centers of influence” delivering qualified and interested prospects to you regularly.   It is a simple idea, and like so many other things which appear simple it requires thought, planning, and excellent execution to deliver the desired results.   A center-of-influence […]
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prospecting
How to use the business you DON’T want to do to get the business you DO want
by Tony Vidler        We all want to get more business, but we want to get the right sort of business for ourselves or our firm naturally.   Once you have figured out what sort of business it is you do want to get you have (by default) figured out the areas of advice that […]
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centre-of-influence
The 4 Parts To Getting The COI Gatekeeper Onboard
by Tony Vidler        The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them agreeing to let you in.   It makes sense to address those 4 things right at the outset and […]
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nest-marketing
Niche or Nest: Which is Best?
by Tony Vidler        The concept of niche marketing causes a lot of confusion, so I thought I’d add to the confusion by adding in “nest marketing” at the same time as challenging the view that professionals should find “A” niche.   The easiest way for me to explain the difference between niche marketing and […]
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specialist-adviser
How To Become A Recognised Expert
by Tony Vidler        Many general practitioners would like to be seen and accepted as a recognised expert in a particular area, and for many of them this is a genuine opportunity.   The competency, depth of knowledge or mastery of subject, and professionalism are all there more often than not.  They are already actually experts […]
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equitable-business-alliances
Creating Equitable COI Referral Alliances
by Tony Vidler        If one forms a business alliance and one party gets more out of it than the other, is that alliance likely to last long term?   Of course not.  It is not equitable.   One party at some point is going to feel that the relationship is rather one-sided and and […]
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marketing-internally
Begin Within: The FIRST Place To Market Your Firm
by Tony Vidler        The first place for any professional to market their firm and their own expertise is inside their own practice.   Begin Within.  It is where you will have the most receptive environment for refining your value proposition, and where you can “field tests” campaign and promotional ideas, and most importantly, it […]
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self-interest-of-centre-of-influence
Appealing to an Influencers Self Interest (but for good!)
by Tony Vidler        An effective method of generating interest with influencers in referring some of their clients to you is appealing to their self interest.   It sounds terribly crass when it is said out aloud like that of course, but let’s cut to the chase. Every professional out there makes a living from […]
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