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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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great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness to some degree.  All is not lost 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 going to be silly enough ourselves to […]
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poor-prospect
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler        No matter how hard you try to get it right, some prospects are just not right for you.  You are wasting your time and would be best to just cut your losses and move on quickly.   The problem we have is that often we don’t figure that out until we […]
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qualifying-a-prospect
Is that Prospect just yanking your chain?
by Tony Vidler        We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”.   They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
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constant referral set up
Set Yourself Up Properly For Constant Referrals
by Tony Vidler        To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time.   It is a little like trying to play golf: there’s a heck of a lot […]
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financial planning process for prospects
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into the financial advice planning process.   The Solution: Show them HOW the process works.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
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get noticed by your prospect
5 EASY Ways To Use Social Media To Get Noticed By Your Prospect
by Tony Vidler        Advisers keep saying that they struggle to get noticed by their ideal prospects. Advisers also keep saying that they can’t see the point of social media.   Uhhhmmm….maybe the thing they can’t see the point of is the very thing that will fix the other thing?     Let’s say you […]
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telephone track closing
Getting attention & positive engagement on the phone
By Tony Vidler  CFP  CLU  ChFC There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck!   Of course, there is structure and methodology in building effective and entire telephone track.  It should be a core skill for any adviser, and yet, so few seem to […]
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prospecting fishing analogy
Prospecting tip: “Fish at your feet first”
By Tony Vidler, CFP CLU ChFC A fisherman friend gave me a great prospecting reminder: fish at your feet first.   His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right next […]
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You should not “Always Be Closing”
by Tony Vidler        You should always be closing, right?  No matter what else you are doing with prospective customers, and no matter what they think they want, you should always be pushing to close the business and make a sale.   Really?   Does ANYONE want to be the customer in that type of […]
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