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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. […]
The 10 Things To Get Right For COI’s To Start (and Keep) Referring
by Tony Vidler A great Centre-of-Influence keeps referring…they are not really a COI unless they keep referring. That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of marketing – especially if you have a few of them. So identifying a potentially great […]
by Tony Vidler There is something that financial advisers are proving to be not good at doing: That is “Being There”. In this country Statistics NZ compile data from the census every few years and there is a standout statistic that should have financial advisers getting much busier: 7 out of 10 adult consumers […]
You are probably closer to being “An Authority” than you realise.
by Tony Vidler IF you have bought into the key concept of providing good quality content, or information, to prospects in order to engage them until they are ready to use your services, the inevitable question becomes: “what do I provide in the way of content?” It seems a fair question too. Very […]
Engagement Marketing is not asking “Will you marry me?”
by Tony Vidler Many financial advisers have not yet grasped the fundamental of engagement marketing, and that is don’t race to ask someone if they want to buy something. Seems a simple enough concept doesn’t it? It is akin to asking a brand new dating partner “will you marry me?” when they haven’t yet decided […]
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 […]
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 […]
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 […]
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 […]
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 […]