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Keep ideal prospects for just $2.50 per year…
by Tony Vidler        An incredibly powerful tool for finding and then converting ideal prospects remains the humble newsletter.   You can build, and maintain, top of mind brand awareness with it.  You can establish or reinforce expert positioning with it.  Your reach can be extraordinary – particularly so with an e-zine or email-based newsletter. […]
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financial advisers asking for referrals
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 […]
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How To Fix A Prospecting Problem
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 […]
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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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pre-approach-sales-letters
Are sales letters ancient history?
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 am often asked if they are worthwhile, and if so, how does one get the best results from them?   Here’s the no frills, […]
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best-prospecting-question-ever
The BEST Prospecting Question Ever
by Tony Vidler        One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.   A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
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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 […]
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leads-need-2-speeds
For Better Conversion, Leads 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 a […]
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goldmine-in-practice
How Big Is The Goldmine WITHIN An Advisers’ Practice?
by Tony Vidler        Just how much opportunity is sitting inside the typical adviser practice?  How much new business is waiting inside that existing database?   It Is Usually A Goldmine.   A report from a couple of  years ago highlights the point: A lot of clients do not give advisers all their investable funds. […]
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Fix the prospecting problem forever
by Tony Vidler        The single marketing topic that advisers WANT to know how to absolutely nail it is how to get more referrals.  Get this right, and prospecting problems are fixed forever.   The theory really isn’t all that hard.  Applying it might be, but understanding it isn’t.   Pretty much everyone involved in […]
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