sales skills Archives - Page 14 of 17

professional development for financial advisors

The problem with Professional Development programs

by Tony Vidler Most training programmes for financial advisers end up being vaguely disappointing for the participants. Often the feeling is that the training is a bit too academic or theoretical and hard to implement in one’s practice…but the real reason why training fails is because it doesn’t address all the necessary components. In order […]

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, […]

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 […]

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 […]

Who Does That Adviser Work For?

by Tony Vidler Which financial adviser is going to be right: the one who charges a fee; the one who is “free”; or; the one charging a commission? Or is it the one who does all of these? Well I suggest that it depends on what you are hoping for and what you […]

Are you a GOOD Adviser?

by Tony Vidler Another week and another bad adviser horror story in the local press…yet, another week and thousands more consumers work with their good adviser privately and attract no headlines. They just make progress quietly towards their savings or investment goals, or protecting their families, or building financial safety nets, and so it goes […]

Do You Practice Enough To Be Elite?

by Tony Vidler Elite financial advisers do things that average advisers won’t do. They practice stuff before going to market with it for instance. The best in any field practice before trying to win out on the field. In the advisory business that means practicing presentations of course…but it also means embracing roleplay to […]

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