financial adviser coach Archives - Page 3 of 5

What are we really “selling” in Professional Services?

by Tony Vidler It is a simple enough question but knowing what we are REALLY selling makes a profound difference to an advisers’ business success. So what are we really selling? People in the industry tend to answer by saying “product”….people think they are selling insurance product, or wealth creation products, or taxation products….or […]

A Value Creation Model For Advisory Firms

by Tony Vidler Challenging times test whether we are truly delivering value, and whether we have a good value creation model for the advisory firm. Is the practice focussed upon the areas where it can improve in its value delivery to clients…does it even know which areas they are? Where do we need to […]

What do Life Insurance 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 for virtually all consumers is an absolute grudge purchase. When we think about it logically every person who buys […]

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 […]

Professional Credibility & the “Trust Me…I am experienced” line

by Tony Vidler “Trust me…I’m an experienced professional…” How many times do we hear 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? Increasingly cynical consumers ask themselves “do you […]

How to work out who to keep on your team

by Tony Vidler One of the toughest areas of practice management is building your team and keeping the team “right for 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 […]

For Converting Prospects Patience Pays Off!

by Tony Vidler Converting prospects is no longer about sales technique, it is about patiently engaging and educating and matching their timeframe. But being a lot more patient than ever before pays off with higher value clients who stay longer. But how patient do you have to be? Research consistently shows that […]

Even Great Advisers Can Use A Coach

by Tony Vidler Great advisers can use a coach. Even great advisers running great practices can use a coach. Pretty bold assertions, right? I mean, after all, we are talking about people who are actually pretty damned good at what they do AND they are good at running the business as well. […]

Are Your Clients Or Staff Coachable?

by Tony Vidler Here is a question we should ask 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…even if we don’t ask the client directly, it […]

Your Constant Output Problem Is Usually Really An Input Problem

by Tony Vidler We like constant output…constant revenue coming in the door is the output we seek right? Too often financial advice businesses struggle to achieve constant output though…it gets a bit “peak and trough”. Well…when we have a repeated problem – like inconsistent results – we need a process. Why? […]

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