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unbundle-financial-advice
Unbundling Planning To Get More Client Engagement
by Tony Vidler        Unbundling planning creates higher numbers of prospects and clients engaging in full financial planning, and can lead to higher revenue per client as well.  More clients engaging in more comprehensive advice and creating higher lifetime value per client.  That has to be worth thinking about doesn’t it?   When we try […]
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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker rather than the price-setter.   Discounting fees usually moves a professional from being an expert with […]
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Fighting Off The “Free” Advice Competitor
by Tony Vidler        “Free” advice is never actually “free”, is it?   None of us are silly – including the people we are talking to as prospective clients.  Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]
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fixed-fee-advice
Scope Creep: The Number 1 Problem In Fixed Fee Advice
by Tony Vidler        “Scope Creep” is the killer for the Holy Grail of professional services business models: fixed fee advice.  That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income just rolls in month after month.   Fixed fee advice being delivered on […]
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Who Does That Adviser Work For?
by Tony Vidler        Which financial adviser is going to be right: the one who charges a fee; the one who is “free”; or; the one charging a commission?  Or is it the one who does all of these?     Well I suggest that it depends on what you are hoping for and what you […]
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Eliminate tyre kickers, and value your expertise
by Tony Vidler        Being properly valued for your expertise and eliminating the time-wasting tyre-kickers is an ongoing problem for most financial advisers.  That is even more true for those making the transition from purely commission-based remuneration to generating fee-paying work where they are charging for that time or expertise. Managing the remuneration transition whilst also […]
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Why we get price resistance
by Tony Vidler        Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem.  It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”.   I often […]
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How to take the “R” out of FREE Advice
by Tony Vidler        Traditionally the financial services sector has been almost entirely remunerated via commission, and many advisers are now grappling with the basic question of “how” to make the transition – even if only in their minds – from working solely on commissions to charging clients directly for advice and/or service. Consumers perceived […]
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