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Professional Positioning Powers Elite Performance
by Tony Vidler The elite performing financial advisers are substantially better at positioning themselves professionally than average advisers are. That positioning really pays off too: surveys suggest that they get 2.5 X MORE business from new clients than average advisers. And to really highlight the performance difference they are getting vastly higher business levels […]
The Professional’s Branding Challenge: how to look different while blending in (& why it matters)
by Tony Vidler When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional than your peers or competitors. So to a large degree degree there is a market […]
by Tony Vidler One of the most popular articles I have written was a short piece on the necessity for reducing Statements of Advice in size. It seems the message to reduce the complexity – to stop producing documents for a courtroom rather than a client – hit a collective nerve. In […]
by Tony Vidler One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients. A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
by Tony Vidler Here’s a simple strategy for getting paid fairly for the advice you give….and I mean getting paid for ALL the advice you give…every step of the way. There are broadly three possible parts to any client work: 1. Planning 2. Implementing, or “putting in place” any planning recommendations 3. Ongoing […]
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 […]
by Tony Vidler The best way to generate constant referrals is by having “centers of influence” delivering qualified and interested prospects to you regularly. It is a simple idea, and like so many other things which appear simple it requires thought, planning, and excellent execution to deliver the desired results. A center-of-influence […]
An advisers engagement process might look something like this…
by Tony Vidler It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right? That probably hasn’t happened for 10 years (if ever!). So how do they decide to buy […]
by Tony Vidler Prospecting today is a continual process, not a series of one off actions as it once was. Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]