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Do you have to be Unique to have a strong USP?
by Tony Vidler         Spoiler: YOU do NOT have to be unique to have a strong differentiator.  People mistakenly believe that they have to find their “uniqueness” in order to be able to articulate their value to the market.  But your uniqueness doesn’t really matter in reality.   You are one of 7 billion unique […]
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One tactic to make people remember your message…in just another moment…
by Tony Vidler        Ever wondered why infomercials or news broadcasts come up with lines like this: “XYZ Corporation closed its doors on customers today leaving 10,000 without the products they had paid for already…more on that shortly.”   The “more on that shortly” part creates intrigue of course….but the reason why TV stations do this […]
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Nobody Believes Your Advice Can Be Impartial AND Free
by Tony Vidler        The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might be free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
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How To Get Buy-In From Clients To Full Advice
by Tony Vidler        Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with.  Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]
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How do you know your financial advice is suitable?
by Tony Vidler        Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny […]
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Advisers Have To Be Effective AND Efficient Now
by Tony Vidler        Which is more important when running an advice business: being effective, or being efficient? You chose Effective? Wrong. You chose Efficient?  Wrong. The correct answer is that you have to balance both.   In days gone by plenty of people in financial services could build a business just be being effective, regardless […]
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How to create a PROCESS to validate your product recommendations
by Tony Vidler        Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better.   This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]
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Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast
by Tony Vidler        Is it appropriate to be paying COI’s a share of your success from their influences?   Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers?   Personally, I think not.  However, it is actually just a little more complicated than that […]
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Compliance: Here are the only 3 things that matter
by Tony Vidler         Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane in this picture: Compiance is largely considered a burden – albeit a necessary one.  As is usually the way of these things a substantial body of documentation has blossomed over the years which […]
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Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so.  If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
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