financial advice Archives - Page 40 of 41

How to explain your Process and Fee to clients

by Tony Vidler Many advisers have difficulty explaining their fee basis, and the client advice process, in a clear and logical way. It becomes a barrier to engaging clients, and undermines our professional image, when we fumble and stumble on a fairly straightforward part of being in business. As with most things in the […]

Dropping the “Who Do You Know” bomb is dumb.

by Tony Vidler One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb. It has never actually worked all that well really, and it works even less well today. Adding an extra word in there doesn’t make it […]

What is the point of an expensive CRM system?

by Tony Vidler An adviser who plans on being in the business for another couple of decades asked what the point is in paying for an expensive and fancy CRM system. Honest. He did ask that. He has a list of clients in Outlook and has the clients home addresses, phone numbers, and sometimes […]

The Professional’s Branding Challenge: how to look different while blending in (& why it matters)

by Tony Vidler When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional than your peers or competitors. So to a large degree degree there is a market expectation […]

How Big Is The Goldmine WITHIN An Advisers’ Practice?

by Tony Vidler Just how much opportunity is sitting inside the typical adviser practice? How much new business is waiting inside that existing database? It Is Usually A Goldmine. A report from a couple of years ago highlights the point: A lot of clients do not give advisers all their investable funds. […]

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 […]

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 […]

Commissions, Conflicted Advice…and finding common ground

by Tony Vidler Well..it has happened. Life Insurance sales commission in Australia is regulated to lower levels, albeit with a phase in period. (See: Life Insurance Commission Reform is Happening In Australia) The arguments have at times been ferocious, and those arguments are being watched closely in other jurisdictions such as New Zealand. Here one […]

The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”

by Tony Vidler Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]

20 Lessons in the evolution of a LinkedIn user

by Tony Vidler Back in the beginning of my personal social media evolution, about 3 years ago, a friend sent me a LinkedIn connection request…and I had no idea what LinkedIn was, or why I should bother using it. So being a brilliant technology user, I rang him to find out why he had sent […]

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