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service-value
You Deliver Value, So Why Not Promise It?
by Tony Vidler        Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial meeting.  But hardly anyone seems to market that value being delivered, instead opting to focus upon one of the other 2 immediate benefits to the prospect.   When we […]
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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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talk-to-people
Talk is cheap…but the returns are fantastic
by Tony Vidler        Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”.  Talk to clients and prospects directly.  One-to-one…actually spending time communicating directly with each other…voice to voice…human to human.   While I love using digital and leveraging it to communicate to as many people as possible, and it […]
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insurance-loading
How To Present Adverse Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…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.   Presenting these adverse decisions such as […]
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poor-prospect
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler        No matter how hard you try to get it right, some prospects are just not right for you.  You are wasting your time and would be best to just cut your losses and move on quickly.   The problem we have is that often we don’t figure that out until we […]
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Get enthusiastic if you want clients to engage you
by Tony Vidler        Which one of these 3 is most likely to get the job?   Which one are you when meeting a prospective client for the first time, or at the start of an actual client engagement?   Professional advisers have become dreadfully serious people in recent years with the shift to a […]
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value-of-advice
Getting Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy you and your advice you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles. The missing ingredient is “beliefs”, and it is understanding the […]
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sales-numbers-suck
When Your Marketing Is Fine But Your Sales Suck
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of people […]
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visual-aids-in-advice
Use Visuals To Create Better Engagement With Advice
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually.   We all know from personal experience […]
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financial planning process for prospects
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into the financial advice planning process.   The Solution: Show them HOW the process works.   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 of engagement that they struggle […]
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