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SOA
Sanity Check: A Statement Of Advice should be a “statement”
by Tony Vidler        When it comes to providing advice in writing to a client there is undoubtedly unnecessary complexity.  In fact the proverbial “Statement Of Advice” has become anything but a “statement”.  It generally takes the form of a tome…   A “tome is a scholarly work…usually large, heavy and laborious in its detail. A […]
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fixed-fee-advice
Scope Creep: The Number 1 Problem In Fixed Fee Advice
by Tony Vidler        “Scope Creep” is the killer for the Holy Grail of professional services business models.  That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income rolls in month after month.   Fixed fee advice being delivered on an ongoing basis is a […]
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value-of-advice
Getting Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy you and your advice you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles. The missing ingredient is “beliefs”, and it is understanding the […]
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delivering the right advice
How To Deliver The “Right Advice” In The “Right” Way
by Tony Vidler        Delivering the right advice consists of getting 2 things right: delivering advice that will work for the client, and delivering it in a manner which will result in the client taking action  upon the advice.   Getting both of those right is no simple thing.   The first of them is […]
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influencer soft skills
The Adviser as an Influencer
by Tony Vidler        The financial adviser is supposed to be an influencer…our purpose is to influence others to make better decisions than they would otherwise have made.   In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed.  But […]
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the sale you have to make
The first sale you have to make is…
by Tony Vidler        There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional […]
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Good? Fast? or Cheap? What sort of advice do you want?
by Tony Vidler A few years ago a university in New Zealand conducted a study to find out where consumers were turning to for financial advice. At the time they found that the number one source of financial advice for most respondents was “newspapers and media”.   For 29% of the population that was their […]
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Professional responsibility and the court of public opinion
by Tony Vidler As the financial advice industry positively plods its way towards full professionalism one of the many issues it wrestles with is interpreting, or perhaps defining, what professionalism means. Rather than incessantly debating the meaning of the word “professional” itself we should look to other industries and learn from them about how professionalism […]
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Beware of…well…just beware when giving advice!
by Tony Vidler As financial advisers around the world get to grips with constant oversight and professional scrutiny, the question perpetually being asked by the advisers themselves is:   “What is “good” advice?” What advisers are really asking of course is how does their advice to clients get judged by others as whether it was good […]
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Underwrite at proposal time, or claim time?
 by Tony Vidler. When does your client want to have the drama with their insurance company? At underwriting time, or at claim time?   An confusing facet of the life & personal risk insurance business is the perception that some companies are easier to do business with than others due to underwriting processes….and while that […]
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