sales skills Archives

How to engage clients in a review of financial advice

How to get clients to act in the short term on long term advice

by Tony Vidler It can be incredibly difficult to get some customers to act. Especially getting them to act on advice “now” which won’t pay off for quite a long time. You know they should. They know they should. They need to get on with it and take some action sometimes. Easier said than done […]

Prospecting has never been easier…for some!

by Tony Vidler Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier. If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”. Prospecting […]

Which CRM is right for you?

by Tony Vidler I am losing track of how often I get asked “which CRM do you recommend?” It is a huge decision for a professional service business, and an area where every solution offered seems to fall a little short in one aspect or another. The problem is that for a financial […]

damned good advice for financial advisors

Maybe this is an opportunity: Picking a good financial adviser is harder than ever for consumers

by Tony Vidler Choosing a good financial adviser has always been a bit of a leap of faith for consumers I guess, but picking one today is harder than ever. With the tendency to use search to screen possible contenders, and with most contenders having to use the same acronyms and titles and so on, […]

Making the move from Product Rep to a valued Personal Financial Adviser

by Tony Vidler Being a valued financial adviser is the goal, right? Well it is difficult to considered yourself “valued” if you don’t place a value upon your own expertise or worth to the client. It is even more difficult for prospective clients to consider you valuable if you do not place value upon […]

Consumers WANT to talk to you!

by Tony Vidler The opportunity to grow your professional services firm by gaining new clients has probably never been better because consumers want to talk to you. On the back of the sudden realisation in 2020 that markets do not go up forever, and cash reserves really do help, and it is worthwhile transferring […]

Don’t overlook your low-hanging fruit

by Tony Vidler Have you ever thought about where the easiest wins are in getting new business? Or if you prefer; where the low-hanging fruit is? There will be latent opportunities inside most professionals businesses, and usually those opportunities are taken on an ad hoc, or reactive, basis rather than being pre-planned. There […]

How to get down to business, nice and easy….

by Tony Vidler It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”. That is the foundation upon which the entire potential business relationship is built. However, many struggle with knowing how to […]

The simple prospecting system from the worlds greatest ever salesman

by Tony Vidler According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career. One at a time…working “retail” with high priced items. And selling the same things, at the same price, as a heck of a […]

For Client Presentations Going Low-Tech Works

by Tony Vidler As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice. Coincidence? I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]

sales skills

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.

Other useful resources

Fresh ideas delivered to your inbox