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There is a need for speed with lead conversion…
by Tony Vidler        Speed kills…except in sales….there IS a need for speed with lead conversion.  By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true.  Perhaps Maverick said […]
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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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Brainstorming for fact finding financial advice
How to challenge clients thinking without being confrontational
by Tony Vidler        Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship.  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 […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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visuals-sell
Using Visuals To Sell Bad News And Complex Ideas
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling tough ideas, but visuals do sell complex or tough-to-swallow concepts quickly and easily.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids […]
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Understanding why people buy…anything.
by Tony Vidler        When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”.  If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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insurance-cover-amount
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 […]
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insurance-loading
How To Present Adverse Insurance Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Not great for the client usually […]
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sales-words
The Words We Use Can Break Or Make The Sale
by Tony Vidler        We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
by Tony Vidler        Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike.  Their number 1 method of avoiding you.   Too many minutes & hours are lost constantly leaving messages […]
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