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You get the behaviour that you reward
by Tony Vidler        We tend to get the right behaviour when we see it and reward it repeatedly.  Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it? Here are a couple of real examples of how this plays out: In one instance it was watching […]
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Compliant Advice: Here are the only 3 things that matter
by Tony Vidler         Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden.  As is usually the way of these things a substantial body […]
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Financial Advisers Problem? Not doing the One Thing.
by Tony Vidler        Advisers have a few problems these days.  The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning. We […]
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Clients need to be reasonable and meet expectations too
by Tony Vidler        It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]
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Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to be highly trusted then financial advisers are going to have a real battle doing so.  If the Accountants only get rated as “Highly trusted”  in professional ethics and honesty by less than half the population then what chance that an Insurance Broker will rank higher in the […]
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The 5 Levels Of Professional Competence
by Tony Vidler        Professional competence is now a clearly demonstrable thing isn’t it? Or is it?  Can an adviser be considered as having competence and incompetence simultaneously? I think so. Competence has been a primary focus of regulatory reform, and that’s fair enough.  Consumers have a right to expect it from their advisers and […]
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Deal or No Deal? Advice is that simple at the beginning. Really.
by Tony Vidler        One of the greatest challenges for professionals working with complex ideas and products is to keep initial advice as simple as possible, without being patronising to the client or skipping the detail that compliance demands.  After all, it takes great skill and careful thought to be able to simplify complex information […]
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How to do client video testimonials the right way!
by Tony Vidler        Testimonials are good for business – but we all know that, right? Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far […]
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Imagine if we REALLY were 100% honest with clients
by Tony Vidler        We are expected to be 100% honest with clients, and total honesty with clients is a wonderful concept but 100% honesty in all things with our clients would kill the relationships and kill the industry. Don’t get me wrong: I believe in full transparency and ensuring consumers get all the information […]
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Compliance Can Be Torture For Consumers
by Tony Vidler        Compliance has a lot to answer for.  Compliance can be torture for consumers, and that is not good for them or the industry. One of the truly negative consequences of evolving best practice advice standards is the trend to torture clients with excessive paperwork.  Now torture is a rather harsh word, and […]
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