sales process

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 315 other followers

sidebar_tony
Facebook: 2831, Twitter: 13097, LinkedIn: 689
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 […]
Read more.
What you should expect from good coaching
by Tony Vidler        It is a peculiar thing…most of us recognize the difference that getting good coaching – or poor coaching – can make to any athlete or sports teams performance.  In fact most of us have often held quite passionate views about the merits of coaches…Very few professionals however seem to make the […]
Read more.
sales skills for financial advice
The missing ingredient in professional development: SKILLS
by Tony Vidler        We are awash with recommendations on how to “improve the advice business” and enhance professional developement.  Regulators, politicians, consumer groups, product manufacturers…competing business models that look to bypass advice entirely….all of them are making a lot of noise about how advice delivery can be improved and where professionals involved in the […]
Read more.
go to financial adviser
6 Steps to becoming the “Go To” Adviser
by Tony Vidler        “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel.  Socially surround your buyers and their “sphere of influence”…”   Jill Rowley; Oracle.   The phrase “information concierge” captures the essential strategy for professional positioning […]
Read more.
How To Fix A Prospecting Problem
by Tony Vidler        The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem.  There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]
Read more.
Professional Credibility & the “Trust Me…I am experienced” line
by Tony Vidler        “Trust me…I’m an experienced professional…” How many times do we hear a professional claiming that a client should trust them and deal with them because they have X number of years experience?  Does this “years of experience” thing really translate into professional credibility?   Increasingly cynical consumers ask themselves “do you […]
Read more.
Why settle for average Adviser performance when you could be outstanding?
by Tony Vidler        Advisers frequently settle for being average, and it is definitely not because they want to be average but because they don’t really know what it takes to elevate their performance exponentially. Average adviser performance can be turned into outstanding adviser performance by making the changes that make the difference.   The […]
Read more.
How to work out who to keep on your team
by Tony Vidler        One of the toughest areas of practice management is building your team and keeping the team “right for you”.  So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong.  You will get hiring decisions wrong….and sometimes firing decisions […]
Read more.
financial advisor fee strategy
Coaches Get Higher Fees Than Advisers. Do That Then.
by Tony Vidler        As more financial advisers move into fee-based work the common question seems to revolve around what fee level is right for them and their clients. High fees are not great, but higher fees are needed to run the advisory firm.   So obviously the first thing is working out what fee […]
Read more.
To fix repeated problems, you need a process!
by Tony Vidler        For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents. Process cures problems.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued […]
Read more.