financial advisor value proposition Archives - Page 8 of 16

How to engage clients in a review of financial advice

Your Philosophy MIGHT Be Your Real Point of Difference

by Tony Vidler Advisers often struggle to articulate their point of difference, yet they usually can easily express well thought out beliefs and philosophies about money and planning. So most advisers think carefully about such things and build up a philosophy based upon their formal learning and real world experience that shapes their advice […]

How to create more compelling offers

by Tony Vidler What financial advisers do is valuable, but it is often not compelling. To creating more compelling offers we need to bring the long term into short term focus, and the secret to that is defining short term gain. Because retirement is so far away…there’s plenty of time to do stuff, right? […]

A Good Financial Planner MUST Consider Risk Management

by Tony Vidler Financial planners who do not tackle risk management issues thoroughly for clients do the clients a disservice. A good financial planner must be factoring personal risk management into their planning for clients. Perhaps that is a little challenging to some, however too many financial planners simply do not include risk […]

6 Steps to becoming the “Go To” Adviser

by Tony Vidler “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel. Socially surround your buyers and their “sphere of influence”…” Jill Rowley; Oracle. The phrase “information concierge” captures the essential strategy for professional positioning […]

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 […]

Full Transparency? It pays to keep some secrets from clients

by Tony Vidler In this age of full transparency for professional services there is a tendency for advisers to tell clients everything…but there are just some things you shouldn’t tell them in advance. If you want to give yourself a reasonable chance of creating clients who are a little surprised and delighted with […]

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 […]

Coaches Get Higher Fees Than Advisers. Do That Then.

by Tony Vidler As more financial advisers move into fee-based work the common question seems to revolve around what fee level is right for them and their clients. High fees are not great, but higher fees are needed to run the advisory firm. So obviously the first thing is working out what fee […]

Be an Authority to get the spotlight

by Tony Vidler Many professionals believe that the peak of their career, and business prospects, are achieved when they attain “expert” status. Actually, your objective should “be An Authority” – or better yet; “Be The Authority”. In financial services expertise is often defined as having attained one of the rigorous formal and technical […]

How do you WOW the new client?

by Tony Vidler What steps do you take to eliminate buyers remorse with a new client? It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging them, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has […]

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