financial advisor Archives - Page 13 of 43

Engage, Engage, Engage…Make prospecting a PROCESS!

by Tony Vidler If real estate is driven by location, location, location, then surely the prospecting process is driven by engage, engage, engage. I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients. A process of engagement is also often the missing […]

Why don’t you roll the dice and ask for referrals anyway?

by Tony Vidler On some things you just have to roll the dice and take your chances in life. Asking someone for a date….getting on a plane…or asking for referrals. It doesn’t always work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” […]

The 10 Things That Successful Advisers Just Do Better

by Tony Vidler The most successful advisers just do better at some things than the average advisers…they are not necessarily better advisers. They just do some things better, and that makes them more successful. Most of those things they do better are not actually about being a better adviser, they are about being better […]

Improve your sales results with a quick “Kerbside Review”

by Tony Vidler One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (I know…USA spelling, but this concept did originate in America I believe!) If we […]

Give Client Gifts That Give Back

by Tony Vidler How much do clients really value the “business gift”? It is a nice gesture and usually generates a level of appreciation…but often it is a very very fleeting moment in the clients’ mind and quickly forgotten. There is a limit to the level of gratitude that can be achieved with a […]

The Maximum Value Zone Of Service For Advisers

by Tony Vidler For many professional services firms delivering value from actively lifting service levels is a means of differentiation, while also creating maximum value for the practice. Improving profitability through service differentiation is good for the practice of course, however it is not a sustainable differentiator in itself which then threatens future profitability. […]

Showing gratitude: Do your clients know that you value them?

by Tony Vidler Silent gratitude achieves nothing. Yet, gratitude is one of the most powerful emotions because it highlights to others that you value them, or what they have done. But gratitude is worthless if you never express it. It also happens to be one of the most simple ways of building client and […]

How One Successful Financial Planner Gets New Business

by Tony Vidler The one question that continually gets thrown to me is “What are other advisers doing that is successful for them?” Every so often one is willing to share their trade secrets, and this is how one local successful financial planner gets his business, and that he was happy to share: He […]

Deal or No Deal? Advice is that simple at the beginning. Really.

by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep initial advice as simple as possible, without being patronising to the client or skipping the detail that compliance demands. After all, it takes great skill and careful thought to be able to simplify complex information […]

The easiest content creation idea in the world!

by Tony Vidler Even when advisers finally buy into the need to engage patiently with prospects the content creation required to feed an engagement marketing system worries them. Creating content seems to be so hard for so many, which is odd because professional advisers are masters of creating content. They do it every day […]

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