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How To Fix A Prospecting Problem
by Tony Vidler        The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem.  There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]
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Keep ideal prospects until they’re ready for just $2.50 per year…
by Tony Vidler        Good prospects take time to convert to clients, so one of the tricks of great businesses is to keep ideal prospects engaged until they are ready to become clients of their own accord. An incredibly powerful tool for finding and then converting ideal prospects still remains the humble newsletter.   You […]
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new-clients
Getting A New Client Begins With 1 Thing….
by Tony Vidler        When I ask advisers what is the number 1 thing in getting a new client I nearly always get an answer linked to marketing…the new client needs to be found via one method or another.  I see the logic of that answer, but disagree with it.  A prospect is found via marketing […]
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poor-prospect
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 […]
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prospecting-barriers
12 Prospect Barriers WE Must Address
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 […]
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great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally.  All is not lost with testimonials however, as one small change CAN make them resonate with your target audience a little better.   Consumers are not silly and they know we are never […]
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The Easiest Way To Get More Referrals
by Tony Vidler          The easiest method for anyone to generate and get more referrals and favourable introductions is to GIVE more referrals and introductions.   This is just not done as much as it could or should by most professionals, and usually they say it is because they “didn’t think of it”.   […]
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advertising for lead generation
Is Advertising For Lead Generation Dead?
by Tony Vidler        I’ve been running a terribly unscientific survey to find out if advertising for lead generation is dead for todays financial advisers.  Basically the deeply analytical process has consisted of me asking advisers continually for the last couple of years whether they are doing any advertising, and what results in the way […]
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get noticed by your prospect
7 EASY Ways To Use Social Media For Prospecting
by Tony Vidler        I remain amazed that there are still financial advisers who say they do not see the point of social media when it comes to their business. Most of those advisers also keep saying that they could do with more prospects and customers.  Is there any chance that these two concepts might […]
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prospecting
Which Prospects Are Worth YOUR Time?
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 […]
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