COI Archives - Page 3 of 3

The key to successfully networking with Accountants

by Tony Vidler The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them. Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful […]

Referrals Not Converting? This may be why…

by Tony Vidler Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is. Typically it comes down to us not looking good enough on line. Todays referrals usually do a quick search before deciding whether to meet […]

Prospecting Tip: Don’t go fishing in the forest

by Tony Vidler If you are looking for a prospecting tip think about this: 1. Relatively few financial advisers are really pro-active marketers, let alone masters of it. 2. The majority of affluent investors hang around with other affluent folk. 3. The Holy Grail for many financial advice professionals is to attract affluent clients and […]

This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail

by Tony Vidler When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]

How to work with multiple COI’s from the same sector

by Tony Vidler You have a couple of professionals from different firms in the same sector who you want to have as Centre’s-Of-Influence (COI’s), and most advisers think that is an impossibility. It is absolutely possible though…and I’d go so far as to suggest that it is probably a very good thing and everyone will […]

How to give COI’s a taste of what you can do

by Tony Vidler One of the most effective things you can do to create confidence and support from prospective Centre’s Of Influence is take them through your client experience. Actually do the job that you do, for the COI. It is incredibly powerful and effective, and the chances are good that you will pick them […]

Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast

by Tony Vidler Is it appropriate to be paying COI’s a share of your success from their influences? Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers? Personally, I think not. However, it is actually just a little more complicated than that […]

How One Successful Financial Planner Gets New Business (part 2)

by Tony Vidler Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful. The constant question is: “What are others doing that are successful for them?” In a previous post one leading financial planner shared where he gets his new business from, and the […]

Set Yourself Up Properly For Constant Referrals

by Tony Vidler To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time. It is a little like trying to play golf: there’s a heck of a lot that […]

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