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The Shortcut To Creating Trust
by Tony Vidler        Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process.  To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]
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adviser-beliefs
Can You Explain Your Financial Advice Philosophy?
by Tony Vidler        Any adviser who has studied or has years of experience probably has a financial advice philosophy, even if they’ve never really thought of it as a philosophy. But it is what you believe.   Most experienced professional advisers have formed views and opinions about the right way to do things for […]
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value-of-advice
Getting More Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy your advice and change direction you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles I believe. I believe that the missing ingredient is […]
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listen-to-clients
Listen to the market or get out while you can
by Tony Vidler        “Two Ears but only one mouth”…blah blah blah…sales training 101, right?   We know how important it is to “listen” to clients, and we know the danger of losing touch with what they want and what they are thinking.  Every single professional has lost good clients at some point simply because […]
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