prospecting Archives - Tony Vidler

referral generation for financial advisers

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 them and […]

Pitching Your Marketing To The Target Client’s Buying Journey

by Tony Vidler Most of your target market today go on a “buying journey”. That means they largely control what and when they will buy our products and services…and it is rarely a snap decision made the same day. It is a process of increasing awareness, education and trust building. Every practice needs to be […]

If you still need more clients then you probably need different skills

by Tony Vidler Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]

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. […]

Are sales letters useful?

by Tony Vidler A traditional marketing practice for financial advisers has been sending “pre-approach” sales letters to prospective clients. It seems that very few still do it, and yet I wonder if they are worthwhile in todays world? There is no doubt that most prospective customers are not exactly waiting around hoping a piece […]

To Improve Lead Conversion You Need 2 Speeds

by Tony Vidler Every lead is gold, and ideally every lead would result in conversion to a client. The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all. The short cut to better conversion is often […]

The 6 P’s of Sustained Peak Performance

by Tony Vidler How to stay on top of your game, get the results that you want in business, and maintain peak performance….it all comes down to having a system, or a process. Consistent output does after all usually result from consistent inputs….but putting in the right amount of the right things is what […]

How to get the RIGHT referrals

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 […]

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 […]

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 […]

prospecting

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.

Other useful resources

Fresh ideas delivered to your inbox