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If you still need more clients then you probably need different skills
by Tony Vidler        Financial advisers who need more clients need to be better marketers than salespeople in todays environment.  For most that means they probably need new, or more, skills.  Not more technical skills; more commercial skills.   While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]
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Get other businesses to get you new business
by Tony Vidler        In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business. That is getting other businesses to send their new clients to you.  Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new client […]
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Let Your Prospects Try-Before-They-Buy
by Tony Vidler        “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago.  One of the toughest challenges is getting customers to switch brands or products. You know […]
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How To Fix A Prospecting Problem
by Tony Vidler        The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem.  There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]
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Use This If You Want Consumers Attention Quickly
by Tony Vidler        If you really want to reach out and connect with prospects and get consumers attention quickly then it makes sense to look at using the communications method that they overwhelmingly majority prefer: text messaging.   SMS. Text. Texting.  Call it what you will…study after study shows the effectiveness both in terms […]
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financial advisor sales & marketing
Prospecting has never been easier…for some!
by Tony Vidler        Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier.   If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”.   Prospecting […]
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The simple prospecting system from the worlds greatest ever salesman
by Tony Vidler        According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard.   Joe sold cars…an incredible 13,001 cars sold in his career.  One at a time…working “retail” with high priced items.  And selling the same things, at the same price, as a heck of a […]
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Are Advisers Overlooking The Obvious?
by Tony Vidler        Advisers are racing to use new technologies and modify engagement & busines processes, and that is totally understandable.  But there is a real risk of losing sight of the essentials and overlooking some basics.   Like, answering a customer enquiry.  Or helping your community in the way you can help best – […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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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 […]
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