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Create Top Of Mind Awareness With Your Own Clients First
by Tony Vidler          Who do most people turn to first for financial advice? Whoever is “top of mind”…and who is that usually?   Their family.   Research in multiple countries and jurisdictions repeatedly shows that the number one source of advice for consumers who do not currently take financial advice from a professional […]
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building-centres-of-influence
Are You PLANNING To Build Influencers?
by Tony Vidler        For an industry focused on planning, advisers have a tendency to forget planning how they will build their influencers.   I know that sounds like a heck of a generalisation, however it is one founded upon my own experience with advisers. Developing a centre-of-influence is often approached enthusiastically and with all […]
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more referrals from being thoughtful
Thoughtful Thank You’s Generate More Referrals
by Tony Vidler          Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought.   Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”.  Being thoughtful about how you deliver a gift and how you […]
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business owner to business owner
Peer-To-Peer Marketing: it’s just one Business Owner to another
by Tony Vidler        Research keeps telling us that peer-to-peer marketing, or old fashioned word-of-mouth advertising and recommendations, is still the most effective form of marketing there is.  Virtually no discriminating consumer today trusts advertising – and virtually all consumers who are prospective professional services clients are discriminating in that they are increasingly selective, wary […]
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give away for recommendation
Little Giveaways Can Generate Recomendations
by Tony Vidler        If you want to generate recommendations from clients and prospects it pays to understand how it is a different process from getting referrals, and if referrals are “the gold medal” then recommendations are the “silver”.  Not the ultimate perhaps, but well worth having, and arguable a little easier to get.   […]
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cenrte of influence prospecting
Which prospecting method delivers the best results?
by Tony Vidler        The prospecting method that keeps on delivering the most opportunities is Referrals.   A distant second in the source of new clients for advice firms is Centre of Influence referrals.   Research by the Financial Planning Association showed that on average in the previous year some 34% of new clients came from […]
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The key to successfully networking with Accountants
by Tony Vidler The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them.   Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful […]
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Incentives For Clients: What is appropriate?
by Tony Vidler        What incentives are appropriate for encouraging clients to refer other clients?  Are incentives appropriate at all?   Some would even ask “Why provide incentives at all?  Surely if the product or the advice is good value in itself then no further incentive is needed?”   These questions around incentives for promotions […]
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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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The Gordian Knot of Getting Referral Business
by Tony Vidler        Getting referral business is hard…but oddly enough it is also easy. Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get are great, but they don’t get loads […]
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