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To Be a Recognised Expert You Must Be Willing To Be A Target
by Tony Vidler        If you become a recognised expert then business will find its way to you. Prospecting per se ceases to be a problem.   Getting to be that recognised expert can be a costless and effective way of marketing yourself as industry, local or national media is constantly looking for opinion-shapers and insight.  […]
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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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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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Actually Using The Pareto Principle To Improve Service And Profit
by Tony Vidler        Everyone has heard of Pareto’s Principle by now, but are you actually using it to improve  profit…or improve service….or is it actually “improve service to improve profit using Pareto”?   It is the latter. Undoubtedly.   Improving service leads to greater retention, or longer duration of client engagement & revenue.  Improving […]
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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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This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler        When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence   The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]
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customer service pays for financial advisors
Professional Service: There’s extra money going the extra mile
by Tony Vidler         Often professionals forget how valuable the service bit is in a “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]
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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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