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socialising with clients
Socialise With Key Clients And Get More Business
by Tony Vidler        We know intuitively that when we socialise with key clients it builds trust and ultimately we get more business. More conversations create more opportunities, right?   What we don’t know though is how much more business it leads to…so we often wonder how much more we should socialise with key clients, […]
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Create Top Of Mind Awareness With Your Own Clients First
by Tony Vidler          Who do most people turn to first for financial advice? Whoever is “top of mind”…and who is that usually?   Their family.   Research in multiple countries and jurisdictions repeatedly shows that the number one source of advice for consumers who do not currently take financial advice from a professional […]
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building-centres-of-influence
Are You PLANNING To Build Influencers?
by Tony Vidler        For an industry focused on planning, advisers have a tendency to forget planning how they will build their influencers.   I know that sounds like a heck of a generalisation, however it is one founded upon my own experience with advisers. Developing a centre-of-influence is often approached enthusiastically and with all […]
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more referrals from being thoughtful
Thoughtful Thank You’s Generate More Referrals
by Tony Vidler          Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought.   Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”.  Being thoughtful about how you deliver a gift and how you […]
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The Gordian Knot of Getting Referral Business
by Tony Vidler        Getting referral business is hard…but oddly enough it is also easy. Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get are great, but they don’t get loads […]
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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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