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How does culture create lasting success?
by Tony Vidler          If you doubt that culture can create lasting success, then consider this: Imagine a sports team (or club if you prefer) that competed continuously for well over 100 years and during that time had a winning record against all comers of over 83%?  The best that every nation on earth can […]
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How to create engaging conversations
by Tony Vidler        Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult.  It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something.   You can engage even the most guarded and difficult prospects […]
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telephone track closing
Getting the right style and structure for an effective telephone track
by Tony Vidler        Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one.  It is perhaps one of those “lost sales skills” from the last decade or so, where new entrants into the advice industry have veered away […]
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what's in it for me
Answer the only question that matters and prospects will give you what you want
by Tony Vidler        The only question that matters to prospects is “W.I.I.F.M?”  The big “what’s in it for me?” question is the only question that matters when we are dealing with a prospective customer…someone who WE want to talk more to, but who doesn’t yet want to talk to us.   So what is […]
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telephone track closing
How to close out the phone call to get your desired action
by Tony Vidler        Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track.   It is the end goal.   There is just a little bit of thought and structure to it – but not too much – and it is probably […]
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telephone track sttyle and structure
How to get the listener’s interest on the phone
by Tony Vidler        Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it.   As I have stressed throughout this mini-series, there is structure and methodology in building […]
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telephone track closing
Getting attention & positive engagement on the phone
by Tony Vidler        There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck!   Of course, there is structure and methodology in building effective and entire telephone track.  It should be a core skill for any adviser, and yet, so few seem to understand how […]
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what is value
What IS value to your prospect?
by Tony Vidler        It may seem an obvious question; but do you know what “value” IS to your prospective clients?   Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Or what is valuable at one […]
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How to get customers enthused when our products are boring
by Tony Vidler        How can we create or transfer enthusiasm to a customer when: Our products are as boring as the boring-est thing ever. The Value that customers receive from financial services products could be years and years and years away….if “physical value” actually ever turns up at all Our products are as boring as the […]
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financial planning process for prospects
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into your financial advice planning process.   The Solution: Show them HOW the process works before asking them to commit.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
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