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marketing your reputation
What The Kardashian’s Can Teach Us About Reputation Marketing
by Tony Vidler        For many successful advisers their reputation is the critical marketing success factor in their careers.  And who has done reputation marketing – or “famous just for being famous” – better than the Kardashians?   Reputation in professional services often drives more recommendations or referrals that lead to new business than practitioners […]
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Create Top Of Mind Awareness With Your Own Clients First
by Tony Vidler          Who do most people turn to first for financial advice? Whoever is “top of mind”…and who is that usually?   Their family.   Research in multiple countries and jurisdictions repeatedly shows that the number one source of advice for consumers who do not currently take financial advice from a professional […]
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building-centres-of-influence
Are You PLANNING To Build Influencers?
by Tony Vidler        For an industry focused on planning, advisers have a tendency to forget planning how they will build their influencers.   I know that sounds like a heck of a generalisation, however it is one founded upon my own experience with advisers. Developing a centre-of-influence is often approached enthusiastically and with all […]
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more referrals from being thoughtful
Thoughtful Thank You’s Generate More Referrals
by Tony Vidler          Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought.   Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”.  Being thoughtful about how you deliver a gift and how you […]
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give away for recommendation
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.   […]
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cenrte of influence prospecting
Which prospecting method delivers the best results?
by Tony Vidler        The prospecting method that keeps on delivering the most opportunities is Referrals.   A distant second in the source of new clients for advice firms is Centre of Influence referrals.   Research by the Financial Planning Association showed that on average in the previous year some 34% of new clients came from […]
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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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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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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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constant referral set up
Set Yourself Up Properly For Constant Referrals
by Tony Vidler        To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time. It is a little like trying to play golf: there’s a heck of a lot that […]
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