Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Other useful resources
How To Fix A Prospecting Problem
by Tony Vidler The “prospecting problem” is the most frequently requested area for help amongst advisers…it is the p perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm! Often an adviser asks for help on prospecting right about the time […]
by Tony Vidler One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients. A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
Getting New Clients: It all begins with one thing….
by Tony Vidler In 3 separate conversations this week with advisers we talked about different approaches to getting new clients onboard, and each had lost sight of what the single most important element in getting new clients onboard was. Each thought that the objective of their marketing was to get a new client onboard. […]
How to use the business you DON’T want to do to get the business you DO want
by Tony Vidler We all want to get more business, but we want to get the right sort of business for ourselves or our firm naturally. Once you have figured out what sort of business it is you do want to get you have (by default) figured out the areas of advice that […]
by Tony Vidler Sooooo much is done via digital engagement today by our clients and prospects that there literally hundreds of “moments of truth” for our practice on a daily basis. A “moment of truth” is that instant during interaction with our firm when a customers expectations are tested. The rise of digital interaction means […]
by Tony Vidler When it comes to using social media for lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy. Yet, everyone they know uses social to connect, research, engage and decide on future actions. It is clear that consumers […]
by Tony Vidler You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than many realise. In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
by Tony Vidler The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also. In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”. This last one evolved over time […]
Should Advisers Be Selling Coffee Instead Of Client Service?
by Tony Vidler Do you remember when petrol stations competed on client service? Fundamentally they were all selling the same basic commodity, at about the same price, to anyone who drove up. That included the regulars who lived in the area and who had high lifetime value and the out-of-towners cruising through who just […]
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler No matter how hard you try to get it right, some prospects are just not right for you. You are wasting your time and would be best to just cut your losses and move on quickly. The problem we have is that often we don’t figure that out until we […]