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customer service pays for financial advisors
Professional Service: There’s extra money in going the extra mile with your service
by Tony Vidler         Often advisers forget how valuable the service bit is in their “professional service” business.  Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]
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It’s Prime Networking Time!
by Tony Vidler        There are two types of advisers at this time of year: 1.  those who begin finding it tough to close out the game 2.  those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]
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The Words We Choose To Use Have Power
by Tony Vidler        If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference. Enough experts have done enough research over enough […]
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Time Management Problem? Try Planning Your "Perfect Week" To Begin With…
by Tony Vidler        Why is time management such an issue for professionals when they are good at planning? We can take it as a given that financial advisers and financial planners are good at planning generally.  And they are very good at operational planning, which is that stuff that often gets referred to as […]
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Want Prospects To Open Up? Learn from the Pro’s who make millions doing it for a living…
by Tony Vidler        We need prospects to open up if we are to to do our jobs well and help them as much as possible.  That takes a bit more thought and skill than merely flicking between open and closed questions. In today’s world with it’s much greater emphasis upon individual opinion and with our […]
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How to validate your preferred solutions
by Tony Vidler        Most experienced advisers have preferred solutions that they go to first.  But the variety of preferred solutions from those very good  advisers often concerns regulators and industry observers…and that’s usually because there is a process lacking for validating those preferences. Everyday the situation arises where one adviser recommends Company A as a […]
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The Case Study is an incredibly powerful (and under-utilised) Adviser marketing tool
by Tony Vidler        The case study is without doubt one of the most effective marketing tools a professional can use today as clients demand more and more content which engages them and highlights expertise.  It is one of the more powerful marketing tools for professionals services, and appears to be largely ignored by professionals. It […]
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If you want people buying your advice, then dumb it down!
by Tony Vidler        When it comes to getting people buying your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“. There is a big difference between “dumbing it down” and treating people as if they are dumb.  The first is about simplifying the message in […]
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Here is how to explain, and show, your value to a client in 30 seconds
by Tony Vidler        I am a massive fan of using simple diagrams to explain technical ideas, but they are also a fabulous way of articulating concepts that people struggle to grasp. One of my favourites is a very simple picture that anyone can scribble on a scrap of paper in 30 seconds, which is […]
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Paying COI’s: Should You Be Sharing Fees Or Commissions?
by Tony Vidler        Is it appropriate to be paying COI’s a share of your success from their introductions or referrals? Should you share fees or commissions in other words. Personally, I think not.  However, it is just a little more complicated than a simple “yes” or “no” because there are perhaps conflicting views.  So […]
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