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How to figure out what you should be working on
by Tony Vidler Working out what you should really be working on is one of those things that we all know we should do, but for one reason or another other stuff gets in the way. The other stuff is “other people’s priorities” of course, isn’t it? We then have a tendency […]
by Tony Vidler Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into […]
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 […]
by Tony Vidler Paralysis from analysis is an achilles heel of professional services it seems, and there is a general need for leaders to be more decisive if they want big wins in business. Indecision is prevalent at the moment, with uncertain political and macroeconomic factors, the opaque nature of ongoing regulatory reform […]
by Tony Vidler I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients. It kills sales. Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
by Tony Vidler Becoming an authority is the thing that almost certainly guarantees you will continue to get enough business to have a decent livelihood. It is one of the key principles of influence identified by Cialdini, and for many in professional services it is a career aspiration. The process of getting there […]
by Tony Vidler Here is a technique that works for many financial advisers when things are a bit of a struggle: Slow Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working, the trick is to slow things down, get your technique right and find […]