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Advisers Have To Be Effective AND Efficient Now
by Tony Vidler        Which is more important when running an advice business: being effective, or being efficient? You chose Effective? Wrong. You chose Efficient?  Wrong. The correct answer is that you have to balance both.   In days gone by plenty of people in financial services could build a business just be being effective, regardless […]
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5 Things You Need To Do Before Buying A Practice
by Tony Vidler        Buying a practice or buying another advisers book of business is, or will be, a really hot topic given the dramatic regulatory changes happening and the proportion of existing financial advisers who just don’t want to go through a few more years of change.   For manyt advisers buying another practice or […]
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The Challenge For The Adviser As A Coach
by Tony Vidler        Coaching is about changing behaviour in order to change results.  Advising is telling people what, and perhaps how, something should be done.  Advising is basically “having the answer” and telling someone what it is in its most simple form.  Coaching is a blend of telling and teaching, monitoring and managing, and, […]
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Compliance: Here are the only 3 things that matter
by Tony Vidler         Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane in this picture: Compiance is largely considered a burden – albeit a necessary one.  As is usually the way of these things a substantial body of documentation has blossomed over the years which […]
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6 Things Banks Taught Us About Building A Super Profitable Business
by Tony Vidler         It seems obvious, yet somehow it isn’t.  The more you know about your customers the more business you can do with them.  Can.  Not “will do with them”….but “can”.   Market and customer intelligence provides potential business opportunities – if you are able to act upon it.   Take a tip […]
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Why Good Content Matters (and what it looks like)
by Tony Vidler        Pretty much every time I get into a discussion with professionals about building up their business they begin by thinking that the answer is “get more prospects“.  There is no doubt that getting more prospective customers helps build a business of course, but what builds a business faster and less stressfully […]
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You really do have to sell more to clients…REALLY.
by Tony Vidler        This should be a self-evident truth that requires no explanation, but apparently it isn’t: Your clients will stay with you longer and be more valuable to you if you cross-sell multiple products and services to them.   Yes, yes…I know…there is that word “sell” and it doesn’t always sit well with […]
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Reward the right behaviour – or it will kill your practice
by Tony Vidler        We tend to get the behaviour which we reward repeatedly.  Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it?   Here are a couple of real examples of how this plays out: In one instance it was watching a previously excellent professional […]
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Being clear about what matters most actually matters most
by Tony Vidler        Sometimes contracts just don’t provide clarity for the people who work for you. And Being clear about what matters for them, matters more than just about anything else when it comes to getting the best from your people.   When you are running a professional services business there is one thing […]
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R.I.P. To Some Accepted Wisdom For Growing A Practice
by Tony Vidler        In challenging times growing an advisory practice is incredibly difficult, and one of the methods has become conventional wisdom – but that doesn’t mean it is right in these days of fundamental and structural change.   The concept of a professional firm requiring 3 distinctly different roles of a Finder, Minder […]
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