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Give yourself a better chance of having prospects engage you
by Tony Vidler        There is one simple thing that advisers should do to improve the probability that prospects will engage you: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]
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One sure way to build an audience
by Tony Vidler        As more professionals lean more on social media  as an integral part of their marketing a common question is “how do I get more people following me?“.  How do you guild an audience in other words. There are a lot of ways to create an audience of course, but there is […]
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Nobody Believes Your Advice Is Actually Impartial AND Free
by Tony Vidler        The problem with “FREE” is nobody believes that whatever you are offering is actually free.  It might seem free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
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Effective or Efficient? Which do Advisers need to be?
by Tony Vidler        Which is more important when running an advice business: being effective or efficient? You chose Effective? Wrong. You chose Efficient?  Wrong. The correct answer is that you have to balance both. In days gone by plenty of people in financial services could build a business just be being effective, regardless of how […]
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How To Get Buy-In From Clients To Full Advice
by Tony Vidler        Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with.  Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]
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New Ways To Lift The Game With Customers
by Tony Vidler        Have you thought about rolling the dice and asking your customers what they would like you to provide? In professional services we are often reasonable at surveying our customers for satisfaction and service levels, and asking generic questions about how we can improve in those areas.  More often than not though […]
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How do you know your financial advice is suitable?
by Tony Vidler        Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny […]
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Are you sure your clients know what else you COULD do for them?
by Tony Vidler        All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them! The reason is usually a very simple one: the clients do not know everything we could do for them.  Or perhaps they did know, but forgot.  Or worse, […]
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You fix financial worries…so why not market that?
by Tony Vidler        It seems pretty much everyone has financial worries. “Investors spend 475 hours a year worrying about money” apparently.  Well I bet the people who don’t have enough to be considered “investors” spend a heck of a lot more time than that worrying about money….but still, this is about 20 days each […]
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