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Written Advice: Should it be Clear? or Concise? Or Effective?
by Tony Vidler        When it comes to delivering our written advice to clients there is a tendency to be guided by the words used by the regulators, or law, in how that advice is framed or written. The written advice, be it financial plans or Statements Of Advice being delivered to clients, are however […]
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Professional Positioning Powers Elite Performance
by Tony Vidler        The elite performance achieved by some financial advisers seems to come down to them being better at positioning themselves professionally than average advisers are.   That positioning really pays off too: various surveys suggest that they get up to 2.5 X MORE business from new clients than average advisers.  And to […]
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Why your FREE service is a barrier to getting the right business
by Tony Vidler        Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”.   It simply isn’t true, and that in itself prevents the right sort of clients coming your way. The fundamental reason why this just doesn’t cut it with consumers is because they don’t believe […]
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How to find your Niche
by Tony Vidler        Knowing and working exclusively in your niche is nirvana for most professionals.     Your niche is that absolute sweet spot where what you are fabulous at overlaps with what you love doing, and it is something that other people value and will pay you for.   It is not a simple […]
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buying a financial planning business
What you need to know if you buy to grow
by Tony Vidler        As many advice businesses reach maturity it is common to consider whether they should “buy to grow”.  Should they buy another practice, or more commonly, should just buy a book of business from another practice.     The typical reasons suggested for wanting to grow through acquisition are: 1.  Get new […]
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road-ahead-for-advice-business
The uncertain road ahead for advice businesses
by Tony Vidler        One certain thing for advice businesses is that there is a huge amount of uncertainty.  Practice owners have had a lot of “alone time” in the last couple of years quietly contemplating the road ahead and trying to figure out what do they have to do to prepare, or adapt.   […]
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merge-in-acquisition
Is Acquisition – or Merger – Worth It?
by Tony Vidler         Many firms facing increased overheads and infrastructure costs in the next few years are considering acquisition or merger strategies as a survival or growth strategy.   Generally there appears to be  5 main reasons that advisers suggest as their reasons for acquisition of another business.  They are:    1.  Get new […]
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growing-a-practice
Does “Growing” Really Mean “More Clients”?
by Tony Vidler        Just about every adviser says they want to be growing their business and need more clients….and they also want fresh ideas; the business satisfaction of solving new problems for new people; they want to do something NEW.   So they say they want more clients plus more interesting work plus more […]
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A Value Proposition is simply about the value for THEM
by Tony Vidler        Financial advisers generally struggle to create a value proposition that accurately expresses how they work differently, or what makes them special compared to others.   It isn’t that they don’t have points of difference, or that they struggle to put ideas into words…generally they are very good at both. Each adviser has […]
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Which Clients To Keep; Which Ones To Fire
by Tony Vidler         More clients is good, right? But when you have plenty of clients on the books the question becomes which clients to keep. Or which ones to get rid of.  Actually, advisers should be constantly asking these questions regardless of how big their book of clients actually is.  They are not questions […]
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