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Understand The Buying Journey To Get More Clients
by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]
by Tony Vidler “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago. One of the toughest challenges is getting customers to switch brands or products. You know […]
Lead with the business you DON’T want to get the business you DO want
by Tony Vidler We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally. If you have figured out what sort of business it is you do want to get then you have (by default) figured out the areas of […]
Describe Your Advice Services In Practical Terms To Get More Buy-In
by Tony Vidler Advice should, almost by definition, be “practical”. Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]
8 Seconds to Get – or Lose – Your Prospect. Maybe less.
by Tony Vidler You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than you realise. In reality you have 3 seconds or less to get them to engage with you and […]
7 Warning Signs That The Prospect Is Wrong For You
by Tony Vidler No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly. They are not a right fit for you, or you are not a right fit for […]
by Tony Vidler We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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 There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address. WE have to try and eliminate or negate all of them. The first step in understanding how to negate them is of course […]
by Tony Vidler Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]