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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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The times are a changin’…Business as usual is a dead end!
by Tony Vidler        The difference between any two professional practices filled with well qualified and well meaning people is usually that a different culture exists in each.     All businesses develop a “way we do things here” over time…whether they meant to or not.  A culture evolves within the business…whether you wanted it […]
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what do we sell in financial services?
What are you really “selling” in Professional Services?
by Tony Vidler        It is a simple enough question in the headline, but knowing the right answer could make a profound difference to a professional’s business success.   So what are you really selling?   People in the industry tend to answer by saying “product”….people think they are selling insurance product, or wealth creation products, […]
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Patience Pays Off! (More than ever before)
by Tony Vidler        How patient do you have to be in today’s world to turn an enquiry into a customer?   A lot more patient than ever before…but it pays off!   Research consistently shows that around 79% of the time “salespeople” have around 3 contacts with a prospective customer before they give up.  […]
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Professional Credibility & the “Trust Me…I am experienced” line
by Tony Vidler        How many times have you heard a professional claiming that a client should trust them and deal with them because they have X number of years experience?  Does this “years of experience” thing really translate into professional credibility?   Cynical consumers increasingly ask themselves “do you really have 20 years experience, […]
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coaching-change
Are You (or your people) Coachable?
by Tony Vidler        I didn’t use to ask this question, but I do now when contemplating taking on new clients:   “I can coach, but are You Coachable?”   It’s a tough question perhaps.  It is certainly a confronting question at the very least.  But is an absolutely necessary question.   It is also […]
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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professional Advisers 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 are […]
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