Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Other useful resources
Facebook: 7618628, Twitter: 14039, LinkedIn: 689
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 […]
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, […]
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. […]
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, […]
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 […]
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 […]
by Tony Vidler Growing productivity – or getting financial advisers to grow themselves and their business capability – appears to be a problem no matter who you talk to in financial services. And it doesn’t need to be. All too often the lack of growth in production levels by advisers or the lack […]
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler The Challenge: Getting prospects to buy into the financial advice planning process. The Solution: Show them HOW the process works. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
by Tony Vidler It may seem an obvious question; but do you know what IS “value” to your prospect? Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Offering water to a drowning man […]
by Tony Vidler “Only 2% of consumers would go to a financial planner to take out life or other personal insurance” “Only 9% of consumers would go to a financial planner for retirement planning” “12% of consumers would seek investment advice from a financial planner” Wow. What on earth do consumers think financial planners […]