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When you cannot think of a better way to market yourself, try this…
by Tony Vidler        When all else fails and you are at a loss to market your particular value as an adviser, the safest marketing path is to sell “convenience”.   We all know, because we all do it, it is simply more convenient to go to the supermarket than an array of specialty shops.  […]
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The Easiest FREE Way To Get Found By Prospects
by Tony Vidler        If you want to get found – and chosen – by prospects you really need to nail that LinkedIn profile!  It is the easiest – and cheapest – way to get a good online presence if a prospect does decide to check you out (and most do I’d guess).   Surprisingly […]
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Blending Old Ways With Modern Comms To Get Attention
by Tony Vidler        Blending the old and the new can be a great way to stand out in the digital world, and there are few better examples than this one from an older adviser who was happy for me to share it.  He generates excellent engagement and responses…and it is so simple!   Remember […]
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Sales management is more than “make the troops jump through hoops”
by Tony Vidler        The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills.   The typical result of this shortcoming is that management of the revenue producers in a professional practice becomes a matter of making […]
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A Value Creation Model For Advisory Firms
by Tony Vidler        “Innovate or die” said Peter Drucker.  Innovation is of course about finding new ways to create value.   Have financial advisers been innovating in recent years?  Have they been finding new ways to create value?  If not, does it mean they are slowly slipping towards their commercial death?   Many have […]
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Complicated products have owners manuals, why don’t ours?
by Tony Vidler        face it: our products are complicated as far as clients and prospects are concerned.   The funny thing is, nearly all of the products we buy are pretty complicated these days.  Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations […]
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Life Insurance: what do customers want?
by Tony Vidler        One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase.  When we think about it logically every person who buys […]
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Let Your Prospects Try-Before-They-Buy
by Tony Vidler        “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it?   We can learn from the retail sector here because they figured this out years ago.  One of the toughest challenges is getting customers to switch brands or products.   […]
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How to work out who to keep on your team
by Tony Vidler        One of the toughest areas of practice management is building the right team around you.  So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong.  You will get hiring decisions wrong….and sometimes firing decisions wrong too.   More […]
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3 Must Haves For Effective Marketing Collateral
by Tony Vidler        For marketing collateral to be truly effective it must have  “readability”.   If something is easy to read and comprehend quickly then it will be effective – assuming the actual message wasn’t rubbish to begin with.   If you have a good offer, or story, or service and can word that […]
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