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Is this why prospects ignore your networking effort?
by Tony Vidler Networking often seems to be harder than it should. It is amazing how many people forget, or ignore, basic social skills and common courtesies when trying to network – especially in online networking platforms such as LinkedIn. Speaking personally, I ignore people trying to network with me on a daily […]
How One Successful Financial Planner Gets New Business (part 2)
by Tony Vidler Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful. The constant question is: “What are others doing that are successful for them?” In a previous post one leading financial planner shared where he gets his new business from, and the […]
These 4 things make it easy for prospects to say YES
by Tony Vidler We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]
by Tony Vidler The “prospecting problem” is the most frequently requested area for help amongst advisers…it is the p perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm! Often an adviser asks for help on prospecting right about the time […]
Getting New Clients: It all begins with one thing….
by Tony Vidler In 3 separate conversations this week with advisers we talked about different approaches to getting new clients onboard, and each had lost sight of what the single most important element in getting new clients onboard was. Each thought that the objective of their marketing was to get a new client onboard. […]
by Tony Vidler When it comes to using social media for lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy. Yet, everyone they know uses social to connect, research, engage and decide on future actions. It is clear that consumers […]
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 […]
by Tony Vidler “What do we have to get right for prospects to become clients?” “Remove or negate the barriers to them deciding to business” “What barrier?” “All of them…..” There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and WE have to try and […]
by Tony Vidler Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process. We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
by Tony Vidler Quite possibly the easiest method for anyone to generate 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”. That […]