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sales-words
The Words We Use Can Break Or Make The Sale
by Tony Vidler        We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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adviser-beliefs
Can You Explain Your Financial Advice Philosophy?
by Tony Vidler        Any adviser who has studied or has years of experience probably has a financial advice philosophy, even if they’ve never really thought of it as a philosophy. But it is what you believe.   Most experienced professional advisers have formed views and opinions about the right way to do things for […]
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unbundle-financial-advice
Unbundling Planning To Get More Client Engagement
by Tony Vidler        Unbundling planning creates higher numbers of prospects and clients engaging in full financial planning, and can lead to higher revenue per client as well.  More clients engaging in more comprehensive advice and creating higher lifetime value per client.  That has to be worth thinking about doesn’t it?   When we try […]
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financial planning process for prospects
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into your financial advice planning process.   The Solution: Show them HOW the process works before asking them to commit.   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 […]
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Don’t know how to make great visuals? No worries…
by Tony Vidler        Visual aids sell. Great visuals increase comprehension and speed of information absorption. 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 but I found it on the internet, so it must be true.  I am sure too that […]
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For Client Presentations Going Low-Tech Works
by Tony Vidler        As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice.  Coincidence?  I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
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The Power of Visual Aids
by Tony Vidler        As advisers, we talk a lot.  And when we aren’t talking we are writing. Visual aids, or graphics, tend to get overlooked by us but there is LOADS of research which suggests we should be using loads of visual aids, and perhaps less talk and less writing.   If you doubt the […]
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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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