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Professional Practice Evolution: What Separates Modern Professionals From The Past?
by Tony Vidler There are lessons to be learned from the evolution of the modern professional practice for those who are not there yet. There is also no doubt that a number of financial advisers and practices are still evolving, or yet to begin the journey if they are to avoid being rendered redundant. When […]
by Tony Vidler I am a professional. I am a salesman. These two things are not contradictory. I sell stuff. It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities. But I sell. And I think I am a professional too. Why do we […]
by Tony Vidler Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do. I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional. While there is an absolute requirement to place the clients interests above all […]
A financial advisers best weapon: The Meeting Agenda
by Tony Vidler One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; […]
Written Advice: Should it be Clear? or Concise? Or Effective?
by Tony Vidler When it comes to communicating our advice to clients we are guided by the words used by the regulators, or law, to guide us in how that should be framed or delivered. Or we think we do. The written advice, be it financial plans or Statements Of Advice being […]
Describe Your Services In Practical Terms To Get More Buy-In
by Tony Vidler Advice should, almost by definition, be “practical”. It should be a clear course of action that a client can use to achieve a specific outcome. Why don’t we describe our advice services that way then? Consumers often struggle to understand what we can achieve for them (or help them achieve), […]
Meeting Client Expectations Is In The Clients Interests Too, isn’t it?
by Tony Vidler What constitutes “Best Practice” advice process is a constant work in progress, but it does not develop as rapidly as either technology or client expectations. In fact, there is a distinct probability that the gap between what professionals call best practice advice and what clients expectations are will continue to widen. […]
by Tony Vidler Creating and keeping happy clients IS essential for the success of a professional practice. There is no question about that. But is it enough to help a practice grow at a greater than industry average pace? I don’t believe so. Being a great practitioner and running an efficient & […]
by Tony Vidler I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients. It kills sales. Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
How To Deliver The “Right Advice” In The “Right” Way
by Tony Vidler Delivering the right advice consists of getting 2 things right: delivering advice that will work for the client, and delivering it in a manner which will result in the client taking action upon the advice. Getting both of those right is no simple thing. The first of them is […]