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What is the point of an expensive CRM system?
by Tony Vidler        An adviser who plans on being in the business for another couple of decades asked what the point is in paying for an expensive and fancy CRM system. Honest.  He did ask that. He has a list of clients in Outlook and has the clients home addresses, phone numbers, and sometimes […]
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goldmine-in-practice
How Big Is The Goldmine WITHIN An Advisers’ Practice?
by Tony Vidler        Just how much opportunity is sitting inside the typical adviser practice?  How much new business is waiting inside that existing database?   It Is Usually A Goldmine.   A report from a couple of  years ago highlights the point: A lot of clients do not give advisers all their investable funds. […]
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Why do people buy anything?
by Tony Vidler        When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”.  If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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client-lifetime-value
What your clients are REALLY worth to you
by Tony Vidler        How much do you really think a good client is worth to you?   Most financial advisers will easily work through the basic formula of the average fee/sale per client multiplied by the number of transactions they have with you each year, and then multiplied by the number of years you expect […]
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drop-clients
Anchors away! How to work out which clients to drop
by Tony Vidler         More clients is good, right? How many are enough for a typical adviser though? 1,000? 2,000? 200? And then the plan is “drop some clients, and build it back to up whatever the ideal number is/was with better clients.” Let’s begin by challenging a big myth pervading many practices, being that […]
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trusted-adviser
The Shortcut To Trust For Professionals
by Tony Vidler        Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process.   We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
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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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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professional Advisers This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read, as they are […]
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Should we care about the public interest?
by Tony Vidler Should financial advisers care about the public at large?  The people who are NOT our clients?  Those who don’t pay us anything? Absolutely. When one considers “professionalism”, and the attributes that define a professional, you quickly come to the conclusion that a unique characteristic of the genuine professional is a commitment to […]
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Financial Adviser dinosaurs
The Financial Adviser Dinosaur: Not yet extinct
by Tony Vidler         Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]
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