financial advice sales Archives - Page 2 of 5

Understanding why 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 […]

Describe Your Advice Services In Practical Terms To Get More Buy-In

by Tony Vidler Advice should, almost by definition, be “practical”. Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]

How to get Clients to agree to the right cover level

by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]

How To Present Adverse Insurance Decisions

by Tony Vidler That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Not great for the client usually […]

Get enthusiastic if you want clients to engage you

by Tony Vidler Here’s a simple thing to do if you want to have more clients engage you: Get enthusiastic about it. Professional advisers have become dreadfully serious people with the focus on process and technical knowledge. Not surprisingly the work for many has become more of a drag and the whole process […]

7 Warning Signs That The Prospect Is Wrong For You

by Tony Vidler No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly. They are not a right fit for you, or you are not a right fit for […]

The Words We Use Can Break Or Make The Sale

by Tony Vidler We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]

How To Get Your Voicemail Message Responded To

by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]

How To “Up-Sell” Your Advisory Services

by Tony Vidler There are many advisory services which most professionals can provide to clients and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]

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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