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10 Steps To Programming Clients For Referrals
by Tony Vidler Getting referrals is usually a very hit & miss thing for professionals…IF they remember to put the issue on the table at all. Then there is the angst-filled question of when it is best to table the topic….early in an interview, or at the end? When someone is still a prospect, […]
Appealing to an Influencers Self Interest (but for good!)
by Tony Vidler An effective method of generating interest with influencers in referring some of their clients to you is appealing to their self interest. It sounds terribly crass when it is said out aloud like that of course, but let’s cut to the chase. Every professional out there makes a living from […]
Big Ticks: Best Stories for Professional Advisers This Week
by Tony Vidler Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read, as they […]
How much TIME do super-successful advisers spend marketing?
by Tony Vidler We know that time is money. We know that marketing costs money. But the most successful advisers know that effective marketing costs more time than money. One of the most successful advisers I know says that he spends his work time thus: 20% in client facing meetings 10% running his business 70% […]
Create Top Of Mind Awareness With Your Own Clients
by Tony Vidler Who do most people turn to first for financial advice? 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 is their family, closely followed by their friends. The numbers […]
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 […]
by Tony Vidler Getting more referrals from existing clients and relationships is often a challenge, but one which can be overcome 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 express the thanks […]
The Kardashian’s Can Teach Us Reputation Marketing
by Tony Vidler For many successful advisers their reputation is the critical marketing success factor in their careers. And who does “famous for simply being famous” better than the Kardashians? Reputation in professional services often drives more recommendations or referrals that lead to new business than practitioners generate from individual client referrals. Entire […]
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. Basically it comes down to us not looking good enough on line. Todays referrals often do a quick search before deciding whether to meet […]
by Tony Vidler Getting recommendations is a bit different to getting referrals – if referrals are “the gold medal”, then recommendations are the “silver”. Not the ultimate, but well worth having. There are many things you can do to become somebody that others recommend, and in fact there are many things you should […]