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Big Ticks: The Best Stories For Professionals 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 […]
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Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler        One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands.  After all, it takes great skill and careful through to be able to simplify complex […]
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How to create engaging conversations
by Tony Vidler        Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult.  It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something.   You can engage even the most guarded and difficult prospects […]
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Improve your sales results with a quick “Kerbside Review”
by Tony Vidler        One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.   It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me?   No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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A simple approach to getting clients to ACT
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  That of course presents a range of “risks” for clients as well as being frustrating for the adviser.  Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
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Brainstorming for fact finding financial advice
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler        Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
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Financial advisor sales activity
Slow down to get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slow Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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visuals-sell
Use Visuals To “Pre-Sell” Bad News
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling, and visuals or graphics nearly always do.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids nasty surprises…or…so that everyone recognises opportunities! […]
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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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