financial advice sales Archives - Page 5 of 5

Being A Thought Leader Does Not Mean Being “First”

by Tony Vidler Creating a position as a thought leader is superb marketing for professionals, and all too often they confuse “being a thought leader” with simply “being first”. The rush to be “first” to express an opinion or provide insight often produces disappointing results for the audience and the would-be-thought-leader. The urgency […]

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 […]

The Path To Becoming An Authority

by Tony Vidler Becoming an authority is the thing that almost certainly guarantees you will continue to get enough business to have a decent livelihood, if not an outstandingly successful career. It is one of the key principles of influence identified by Cialdini, and for many in professional services it is a career […]

“Always Be Coaching”, NOT “Always Be Closing”

by Tony Vidler Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking. After all, they were taught that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]

The Benefits Of A Prepared “Sales Script” (and the steps to making one)

by Tony Vidler Everyone you talk to hates sales scripts – especially clients and prospects. Professionals hate them nearly as much. I love them. And I think professionals should love them too. It is probably one of the most under-rated “steps to success” because there is a perception […]

Talk is cheap…but the returns are fantastic

by Tony Vidler Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I love using digital and leveraging it to communicate to as many people as possible, and it […]

Soft Dollars are terminally ill….thankfully

By Tony Vidler, CFP CLU ChFC I’m calling it: Soft dollars for financial advisers as we know them today is officially “terminally ill”. Their death is not quite guaranteed, but the odds are very high that they shall die soon’ish… But I personally think they will die far faster than most expect. And thank God […]

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