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How to balance client time with practice development
by Tony Vidler        A genuine challenge for advice firms right now is balancing client time as well as do all the work necessary to lift standards and improve business systems.  There are after all only so many hours in a day, but then there are deadlines for when new standards and rules have to be […]
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Is Insurance Churn Really The Issue We Think It is?
by Tony Vidler         Any time an insurance product is replaced by an adviser with an alternative one someone begins howling about “insurance churn” or “twisting of policies” and the immediate inference is that something unethical just occurred.  Sometimes that is true of course, and there are undoubtedly bottom feeders in the industry who survive by […]
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How can you be sure your advice passes the test?
by Tony Vidler        The perpetual worry for financial advisers in the often over-regulated environment is “how can I be sure that my advice will pass the test?”   The concern is understandable given that policymakers typically do not understand the difficulty of applying any sort of objective assessment of suitability to professional opinions – which […]
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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 […]
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Professional Practice Evolution: What Separates Modern Professionals From The Past?
by Tony Vidler        There are lessons to be learned from the evolution of the modern professional practice for those who are not there yet.  There is also no doubt that a number of financial advisers and practices are still evolving, or yet to begin the journey if they are to avoid being rendered redundant. When […]
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There are 2 big questions before you fire a client.
by Tony Vidler        I encourage you to try this: fire a client. It is liberating, and it moves your thinking and sense of self worth onto a different professional plane.  Pretty much everyone who has been in professional practice for more than a year has at least one or two clients who are just a […]
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How to help prospects decide to follow your advice
by Tony Vidler        Helping prospects decide on the right course of action is often not quite as hard as we think, especially when it is a reasonable bet that every adviser has had clients or prospects ask at some point: “what are other people like me/us doing?”   The very same behaviour that makes many […]
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Financial Advisers Problem? Offering To Do Too Much
by Tony Vidler        Advisers have a few problems these days.  The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning.   […]
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Why not have everyone as "A" Clients?
by Tony Vidler        A Clients are just your best ones, right? Why?   The concept of segmenting clients into different categories is driven by the desire to introduce efficiency into a practice while recognising that not all clients are of equal commercial value to the firm.  It is also a way of recognising that not […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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