Insurance Archives - Tony Vidler

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

The 3 Main Considerations In Practice Development

by Tony Vidler When it comes to practice development the owner must consider 3 general areas which drive the growth and value of the business, and each of those has some sub-sections. The 3 areas to consider are: Creating the physical Capacity to ‘grow’ volume Developing Capabilities of the professionals within the firm Creating and […]

Not all clients are equal…well, not equal value anyway

by Tony Vidler Let’s talk about one of those elephant in the room things: not all clients are equal for a professional service firm. As human beings they might all be equal, but as clients they are not. Each client relationship has a commercial value….and a commercial cost. Each therefore has varying profitability, and […]

10 Mistakes That Advice Businesses Keep Making

by Tony Vidler So many advisory firms do not realise their potential, and the top mistakes which hold them back are more often than not nothing to with their ability to be great advisers. They tend to fall into the category of being basic commercial mistakes. So the main mistakes that advice businesses keep […]

A Good Financial Planner MUST Consider Risk Management

by Tony Vidler Financial planners who do not tackle risk management issues thoroughly for clients do the clients a disservice. A good financial planner must be factoring personal risk management into their planning for clients. Perhaps that is a little challenging to some, however too many financial planners simply do not include risk […]

Replacing Insurance: Right? or Always Wrong?

by Tony Vidler Replacing insurance – or “Churning” as it is often called – is a topic guaranteed to generated heated debate within the industry. At one extreme there are advisers whose entire business seems to exist by churning anything and everything that they can get their hands on…regardless of consequences to the consumer. At […]

Which CRM is right for you?

by Tony Vidler I am losing track of how often I get asked “which CRM do you recommend?” It is a huge decision for a professional service business, and an area where every solution offered seems to fall a little short in one aspect or another. The problem is that for a financial […]

The simple prospecting system from the worlds greatest ever salesman

by Tony Vidler According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career. One at a time…working “retail” with high priced items. And selling the same things, at the same price, as a heck of a […]

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 […]

The cost of convenience in insurance: Underwrite at proposal time, or claim time?

by Tony Vidler Convenience in insurance can come at a steep cost: When does your client want to have the drama with their insurance company? At underwriting time, or at claim time? The cover is going to get underwritten at some point, it really is just a matter of when. This is a confusing facet […]

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