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referreals not converting
Referrals Not Converting? This may be why…
by Tony Vidler        Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is.   Typically it comes down to us not looking good enough on line.  Todays referrals usually do a quick search before deciding whether to meet […]
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Prospecting Tip: Don’t go fishing in the forest
by Tony Vidler        If you are looking for a prospecting tip think about this: 1. Relatively few financial advisers are really pro-active marketers, let alone masters of it. 2. The majority of affluent investors hang around with other affluent folk. 3. The Holy Grail for many financial advice professionals is to attract affluent clients and […]
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financial advisor sales & marketing
Prospecting has never been easier…for some!
by Tony Vidler        Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier.   If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”.   Prospecting […]
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Why advertising doesn’t work sometimes
by Tony Vidler        At some point most professionals consider using advertising as a means of lead generation, and usually it doesn’t work quite as well as they hoped. There are a few things to get right when it comes to creating advertising which generates the results you hoped for but the most obvious reason […]
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Don’t overlook your low-hanging fruit
by Tony Vidler        Have you ever thought about where the easiest wins are in getting new business? Or if you prefer; where the low-hanging fruit is?   There will be latent opportunities inside most professionals businesses, and usually those opportunities are taken on an ad hoc, or reactive, basis rather than being pre-planned.   There […]
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financial advisory prospecting
Is that Prospect really a Prospective Client YET?
by Tony Vidler        Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number.  But is that enough for a prospect to really be a “prospective client”?   Knowing their name and how to contact them?   Somewhere on the path to professionalism some of […]
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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 […]
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trial closing
Lost Sales Skills? Trial Closing Techniques Are Still Very Useful
by Tony Vidler        Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not.   Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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If you 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 […]
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