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The Gordian Knot of Getting Referral Business
by Tony Vidler Getting referral business is hard…but oddly enough it is also easy. Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get are great, but they don’t get loads […]
How to position yourself for referrals from clients
by Tony Vidler Getting referrals on an ongoing basis from happy clients largely comes down to positioning for them correctly. Put some thought into how you will position the expectation, and when you will do it in your client engagement, to increase your chances of success. Most importantly though, earn the right to […]
by Tony Vidler Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to. So we do want to […]
Help Referrers Really Understand Who You Want To Meet
by Tony Vidler One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing […]
Word of Mouth prospecting is still where it is at!
by Tony Vidler Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT… Word-of-mouth marketing is still where it’s at in professional services. In fact, it is more important than ever before. The more impersonal that society becomes and the […]
by Tony Vidler Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited. They are simply not referable. The missing ingredient for many service firms is remarkable service. Customers are […]
by Tony Vidler Building a successful advisory business requires building a successful referral system. In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an adviser remembers to try and obtain one. […]
by Tony Vidler If you want to move clients up the loyalty ladder and create genuine advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy. In this quick tips video we discuss these […]
by Tony Vidler We begin with the assumption that you deserve referrals….and thereafter it becomes a process of determining how best to position for the right referrals. It is important that you generate the right sort of prospective new clients as not all prospects become the right clients for your firm, and you […]