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Sales Activity Can Be Gamified
by Tony Vidler Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]
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 […]
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 […]
by Tony Vidler We often find ourselves giving good advice only for clients to then dawdle over the implementation of it. Getting clients to act NOW is a challenge. Not acting on the advice presents a range of “risks” for clients of course as well as being frustrating for the adviser, and possiblu jeopardising […]
by Tony Vidler One of the questions that continually vexes professionals is “what do customers want?“ In the life insurance area of financial services the answer is even tougher to find than usual, because insurance for virtually all consumers is an absolute grudge purchase. When we think about it logically every person who buys […]
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]
by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
by Tony Vidler When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
How to get Clients to agree to the right cover level
by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]
by Tony Vidler That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…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. Not great for the client usually […]