referral marketing Archives

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 wrong […]

Demonstrating Value To Make Prospects Choose You

by Tony Vidler Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains […]

customer service pays for financial advisors

Professional Service: There’s extra money in going the extra mile with your service

by Tony Vidler Often advisers forget how valuable the service bit is in their “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 […]

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 them and […]

You Need A “Tight 5” For Ongoing New Business Success

by Tony Vidler You want new business and new clients, right? When it comes to building an audience of influencers, advocates, raving fans and interested spectators who will all send business your way, it all begins with having your own Tight 5. If you follow rugby you probably know where I am heading straight away, […]

How to Position To Get The Right Referrals

by Tony Vidler Getting referrals is difficult enough for many, but to get the right referrals is even tougher. It’s always nice to get any referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to. So we do want to […]

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting tip: 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 in front of you? Isn’t […]

Paying COI’s: Should You Be Sharing Fees Or Commissions?

by Tony Vidler Is it appropriate to be paying COI’s a share of your success from their introductions or referrals? Should you share fees or commissions in other words. Personally, I think not. However, it is just a little more complicated than a simple “yes” or “no” because there are perhaps conflicting views. So […]

How do you create an “Act Now” mindset with clients?

by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually the need to be addressed by us is a future need, and maybe well into the future….so […]

Your Reputation IS Your Personal Brand – and that matters most

by Tony Vidler For most advisers the only brand that truly matters is, or should be, their reputation. It IS their personal brand. The corporate brand, or licensees brand, or dealer group or favourite financial insititutions…they are secondary to YOUR brand. And when it comes to your personal brand, reputation is everything really. A […]

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