practice management Archives

How to make your KPI’s actually work!

by Tony Vidler Looking ahead at the changes you can…no… the changes you WILL make in the next year you have probably begun to zero in on the Key Performance Indicators – the KPI’s. These are the measures that matter. They are the ratio’s or milestones that indicate your plan is progressing, and that the […]

Practice Development: The Danger Of Promoting A Competent Adviser

by Tony Vidler A genuine danger in practice development is promoting a competent adviser to a role which they are unable to perform well in. In any organisation there is a real risk that a person is encouraged to rise to their level of incompetence. This is just as true for the self employed […]

Want to Cross-Sell? Then put a bit of planning into it…

by Tony Vidler We all know that cross-selling services and products to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients. So why is it so often neglected? In part cross-selling is skipped because so many professional advisers today do […]

Why Your Advisory Practice Needs 2 Marketing Targets

by Tony Vidler When considering advisory practice marketing the primary focus from most advisers is “How much should I spend to get a new client onboard?” It is a single marketing focus; just one marketing target. You need one more. While the answer will vary for everyone of course as to how much one new […]

How Great Regular Producers Stay In Top Gear

by Tony Vidler Great regular producers are those who continually deliver good revenue results time after time. Week in, week out, they never miss a beat and just keep pumping the numbers through. They are elite. Elite high performing advisers, like elite athletes, have high performance routines. Their routines are the the answer to “how?” […]

The Right Way To Present Your Advice Recommendation Effectively

by Tony Vidler When it is time to present your advice recommendation, whether that is providing quotes or product solutions or providing a strategy, are you giving the prospect a few choices…like 3 perhaps? Don’t do it. Consumers are onto it, so as a “sales technique” it loses impact…and it was never fabulous technique […]

customer service pays for financial advisors

Professional Service: There’s extra money in going the extra mile with your service

by Tony Vidler Often advisers forget how valuable the service bit is in their “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]

It’s Prime Networking Time!

by Tony Vidler There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]

Crisis Communications: Sending Virtual Hugs

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 virtual […]

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 enough […]

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