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3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number.   It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a bit of structure to the […]
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A simple approach to getting clients to ACT
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  That of course presents a range of “risks” for clients as well as being frustrating for the adviser.  Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
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visuals-sell
Use Visuals To “Pre-Sell” Bad News
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling, and visuals or graphics nearly always do.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids nasty surprises…or…so that everyone recognises opportunities! […]
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insurance-loading
How To Present Adverse Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser.   Presenting these adverse decisions such as […]
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sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
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unbundle-financial-advice
Get More Business By Unbundling Planning
by Tony Vidler        Planning is often HUGE to a client, and that is itself a barrier to engagement. Unbundling the planning process can create higher numbers of prospects and clients engaging with you, and lead to higher plan fees.  That’s a surefire recipe for greater revenue levels for a practice.   When we try […]
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financial planning process for prospects
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 […]
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No know-how for making great visuals? No worries…
by Tony Vidler        Apparently the brain processes visual information 60,000 times faster than text.   Well…I don’t know if the “60,000” is actually a fact because I found it on the internet, so it must be true.  I am sure too though that even back in the days of the cave man it was […]
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The Power of Visual Aids
by Tony Vidler As advisers, we talk a lot. And the language of our profession has its own vocabulary that not everybody else understands.  And we have to provide a lot of stuff in writing in order to be compliant.  That doesn’t always help consumers understanding. In addition to that, not everybody out there learns the same […]
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