financial advice process

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 305 other followers

sidebar_tony
Facebook: 2831, Twitter: 13679, LinkedIn: 689
the sale you have to make
The first sale you have to make…
by Tony Vidler There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional credentials […]
Read more.
You can do personal online-only advice
by Tony Vidler        There are some great reasons to go digital in your advice process, especially if you live in a city where traffic gridlock, exorbitant parking costs and insane commercial rents drive up your overheads and kill your productivity.   For many advisers now of course, there is no choice but to go digital-only.  […]
Read more.
Want Prospects To Open Up? Take a tip from the professional interviewers
by Tony Vidler        Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]
Read more.
SOA
Sanity Check: A Statement Of Advice should be a “statement”
by Tony Vidler        When it comes to providing advice in writing to a client there is undoubtedly unnecessary complexity.  In fact the proverbial “Statement Of Advice” has become anything but a “statement”.  It generally takes the form of a tome…   A “tome is a scholarly work…usually large, heavy and laborious in its detail. A […]
Read more.
best-practice-advice
Meeting Client Expectations Is In The Clients Interests Too, isn’t it?
by Tony Vidler        What constitutes “Best Practice” advice process is a constant work in progress, but it does not develop as rapidly as either technology or client expectations.  In fact, there is a distinct probability that the gap between what professionals call best practice advice and what clients expectations are will continue to widen.   […]
Read more.
How Much You Know Is Not That Important
by Tony Vidler        Today’s professional knows way too much to be used in any given client meeting or engagement.  One of the great skills of the super successful professionals in fact is figuring out what stuff they know which is not useful to any particular client, and then not using it.   That shouldn’t […]
Read more.
sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
Read more.
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.  That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income rolls in month after month.   Fixed fee advice being delivered on an ongoing basis is a […]
Read more.
client-is-king
The Customer Is NOT King
by Tony Vidler        The mantra of “customer is king” is rubbish.  And I keep hearing it from professionals as if it were a commandment which, if breached, will send you straight to hell.   A King or Queen supposedly has absolute control. While we know that may not be constitutionally correct in most countries […]
Read more.
you-kill-the-sale
YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients.  It kills sales.   Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
Read more.