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The 5 Essential Soft Skills For Professional Advisers
by Tony Vidler        Technical knowledge will only take you so far, and sometimes (like when the world is in lockdown and there are no rational markets) they won’t tyake you anywhere at all. There are times when what you know just doesn’t matter.  Knowing how to deal with people is all that matters sometimes.  They […]
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The Words We Choose To Use Have Power
by Tony Vidler        If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference.   Enough experts have done enough research over […]
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Crisis Communications: Sending Virtual Hugs Is Not Silly
by Tony Vidler        ok…maybe it isn’t appropriate for professionals to actually send virtual hug memes.  But then, maybe it is.  It all depends on the relationship you have with the client doesn’t it?  For some it might indeed be right….but that isn’t really the point of this article.   It is the concept of “sending […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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Compliant Advice: Paper Beats Scissors Every Time
by Tony Vidler        When it comes to compliant advice Advisers really need to grasp that they are playing a game of “Rock, Paper, Scissors” with every client engagement now. There almost certainly will be an instance where a client throws the Rock…. We try to beat it with Paper. Complaints authority or regulator takes to […]
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Demonstrate Value And Prospects Will Choose You
by Tony Vidler        Smart advisers today make sure they are demonstrating their value to prospects.   Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect decides […]
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Do you want to be seen as independent? Then don’t make this BIG mistake…
by Tony Vidler        There is one really big mistake that many advisers who wish to be seen as fully independent make repeatedly.  By “independent”, I am not referring to a regulators interpretation of the word, but being an independent business which is not overtly aligned to one or product manufacturers.   Running an independent business, […]
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If you need more clients then you probably need different skills
by Tony Vidler        Financial advisers who need more clients need to be better marketers than salespeople in todays environment.  For most that means they probably need new, or more, skills.  Not more technical skills; more commercial skills.   While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]
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Knowing Your Professional Purpose Is Your Game Changer
by Tony Vidler        All the regulatory change has many advisers seriously thinking about how to position for the future, and how to lift performance in a time of squeezed practice margins.  Many are stuck in their existing paradigm of doing business though, and struggle to accept things like remuneration models changing rapidly, long term shifts […]
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Should you give a sly kickback to referrers?
by Tony Vidler        One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term.   It doesn’t have to become […]
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