financial advisor coach Archives

Practice Development: The Danger Of Promoting A Competent Adviser

by Tony Vidler A genuine danger in practice development is promoting a competent adviser to a role which they are unable to perform well in. In any organisation there is a real risk that a person is encouraged to rise to their level of incompetence. This is just as true for the self employed […]

“Always Be Coaching”, NOT “Always Be Closing”

by Tony Vidler Coaching clients is a concept which is gaining traction with financial advisers, and for many this is a new line of thinking. After all, they were taught years ago that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]

This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail

by Tony Vidler When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the wrong […]

It’s Prime Networking Time!

by Tony Vidler There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]

Sales Technique Is The Key To Opening Minds

by Tony Vidler “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

What is “Good Content” For Advisers To Use?

by Tony Vidler Nearly every advisory firm says “we need more prospects“. sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser. And frankly […]

Blending Old Ways With Modern Comms To Get Attention

by Tony Vidler Blending the old and the new can be a great way to get attention 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 the […]

The Value of GETTING Good Advice

by Tony Vidler If you believe in the value of advice, then it makes sense to believe in the value of getting good advice for yourself – or rather, for your business. Nearly every small business can benefit from having a robust governance structure providing strategic input (and insight), additional skills, accountability and excellent […]

Maybe the client IS the problem

by Tony Vidler What you think is the problem is not always actually the problem. Sometimes the person is the problem. Sometimes, maybe, the client is the problem rather than you. Before talking about clients though allow me to use a non-client example. Picture the scene: a partner in a practice is telling me about […]

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