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referreals not converting
Referrals Not Converting? This may be why…
by Tony Vidler        Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is.   Typically it comes down to us not looking good enough on line.  Todays referrals usually do a quick search before deciding whether to meet […]
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Prospecting Tip: Don’t go fishing in the forest
by Tony Vidler        If you are looking for a prospecting tip think about this: 1. Relatively few financial advisers are really pro-active marketers, let alone masters of it. 2. The majority of affluent investors hang around with other affluent folk. 3. The Holy Grail for many financial advice professionals is to attract affluent clients and […]
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financial advisor sales & marketing
Prospecting has never been easier…for some!
by Tony Vidler        Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier.   If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”.   Prospecting […]
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Don’t overlook your low-hanging fruit
by Tony Vidler        Have you ever thought about where the easiest wins are in getting new business? Or if you prefer; where the low-hanging fruit is?   There will be latent opportunities inside most professionals businesses, and usually those opportunities are taken on an ad hoc, or reactive, basis rather than being pre-planned.   There […]
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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 […]
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8 Reasons Financial Advisers Should Have A Blog
by Tony Vidler        Every financial adviser should have a blog by now…especially now when so many consumers have so many questions about money, and so much time to google them, and so many opinions to read that it is overwhelming.  Becoming a trusted voice online has probably never been easier for an adviser in […]
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customer service pays for financial advisors
Professional Service: There’s extra money going the extra mile
by Tony Vidler         Often professionals forget how valuable the service bit is in a “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 […]
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Are Advisers Overlooking The Obvious?
by Tony Vidler        Advisers are racing to use new technologies and modify engagement & busines processes, and that is totally understandable.  But there is a real risk of losing sight of the essentials and overlooking some basics.   Like, answering a customer enquiry.  Or helping your community in the way you can help best – […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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If you need more clients then you probably need different skills
by Tony Vidler        Financial advisers who need more clients need to be better marketers than salespeople in todays environment.  For most that means they probably need new, or more, skills.  Not more technical skills; more commercial skills.   While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]
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