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How To Fix A Prospecting Problem
by Tony Vidler        The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem.  There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]
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Creating advocates
The 5 big C’s that will create advocates for you
by Tony Vidler        If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy.   In this quick tips video we discuss these 5 […]
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Easy business in the low-hanging fruit
by Tony Vidler        Everyone wants easy business yet we so often make it harder than it has to be.  Get the low-hanging fruit first. Twice as easy to get, and just as sweet. Nothing is wrong with it – and it’s smart business.     It’s not always simple to recognise where the easy business […]
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How to find your Niche
by Tony Vidler        Knowing and working exclusively in your niche is nirvana for most professionals.     Your niche is that absolute sweet spot where what you are fabulous at overlaps with what you love doing, and it is something that other people value and will pay you for.   It is not a simple […]
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Building A Systematic Referrals Business
by Tony Vidler        Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”.   In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]
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professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
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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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Buildong a COI referral system for financial advisors
How to build a COI referral system
by Tony Vidler        If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having  a Centre of Influence (COI) driving the right types of ideal clients to you.   A good COI will be an advocate for you and your business, and be proactively recommending […]
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10 Steps To Programming Referrals From Clients
by Tony Vidler        Getting referrals from clients is usually a very hit & miss thing for advisers…IF they remember to put the issue on the table at all.  Largely this is an issue created by not being systematic about obtaining leads from our satisfied customers.   Part of the reason for not being systematic […]
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Fix the prospecting problem forever
by Tony Vidler        You can fix all prospecting problems forever if you generate enough referrals.  It is that simple.  Get this right, and prospecting problems are non-existent, as the number one source of professional prospecting is going to be “word of mouth” for some time to come.   The theory on getting more refrrals […]
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