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How to close out the phone call to get your desired action
by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]
by Tony Vidler Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it. As I have stressed throughout this mini-series, there is structure and methodology in building […]
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
by Tony Vidler The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made. In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed. But […]
by Tony Vidler Sales Technique…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”. A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations 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 through to be able to simplify complex […]
by Tony Vidler Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds. In the continual battle to be relevant and valuable […]
by Tony Vidler Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something. You can engage even the most guarded and difficult prospects […]
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
How to get Clients to agree to the right cover level
by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]