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Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast
by Tony Vidler        Is it appropriate to be paying COI’s a share of your success from their influences?   Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers?   Personally, I think not.  However, it is actually just a little more complicated than that […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals.   In fact there IS a good chance that you will jeopardise your existing […]
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Why Good Content Matters (and what it looks like)
by Tony Vidler        Pretty much every time I get into a discussion with professionals about building up their business they begin by thinking that the answer is “get more prospects“.  There is no doubt that getting more prospective customers helps build a business of course, but what builds a business faster and less stressfully […]
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How Often Should We Try To Engage With Clients?
by Tony Vidler        “How much is too much contact?”   “How often is too often?” Having bought into the need to engage with prospects and clients until they are ready to move ahead the next burning question from advisers centres upon what level of contact with customers is the “right amount”.   Much of […]
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Why don’t you roll the dice and ask for referrals anyway?
by Tony Vidler        On some things you just have to roll the dice and take your chances in life.  Asking someone for a date….getting on a plane…or asking for referrals. It doesn’t always work out of course, but as a great hockey player once said: “You miss 100% of the shots you don’t take.” […]
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Referrals: You are probably letting hundreds go each year
by Tony Vidler        Why so many professionals struggle to get referral business consistently generally comes down to 2 things:   1.  They don’t position for them 2. They aren’t prepared in advance   Something like one-third to a half of the people we engage with might be prepared to provide referrals – IF we […]
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Word of Mouth prospecting is still where it is at!
by Tony Vidler        Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT…   Word-of-mouth marketing is still where it’s at in professional services.   In fact, it is more important than ever before.   The more impersonal that society becomes and the […]
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Unremarkable Means Un-Referable
by Tony Vidler        Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited.  They are simply not referable.   The missing ingredient for many service firms is remarkable service.   Customers are […]
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How To Generate Referrals When You Want Them
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
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Building a Referral Business is Systematic
by Tony Vidler        Building a successful advisory business requires building a successful referral system.   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 adviser remembers to try and obtain one. […]
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