sales skills Archives - Page 16 of 17

Compliant Advice: Paper Beats Scissors Every Time

by Tony Vidler When it comes to compliant advice Advisers really need to grasp that they are playing a game of “Rock, Paper, Scissors” with every client engagement now. There almost certainly will be an instance where a client throws the Rock…. We try to beat it with Paper. Complaints authority or regulator takes to […]

Becoming Elite Comes From Being Just 1% Better

by Tony Vidler Becoming an elite adviser, or building an elite practice doesn’t come about by chance. It takes graft and grit…and help. Building a great business is rarely the result of a single champion taking on the world. The champion business owner is usually the captain of a team that has taken on the […]

You are a professional? That doesn’t mean I trust you.

by Tony Vidler You’re a professional. Should I trust you? Nope. As a consumer, a user of professional services myself, I’m tired of hearing from professionals that they should be trusted just because they are labelled professionals. Let’s face it; many carry the label “professional” only by association anyway. The industry they are in […]

The Continuous Cycle That Is Social Media Marketing

by Tony Vidler Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]

New Thinking In Professional Development For Financial Advisers

by Tony Vidler One of the positive changes for financial advisers in this part of the world in the last year was a broadening of what can be considered Continuing Professional Development (CPD). Now, instead of solely focussing upon technical learning, we are entering a regime where advisers have to map out their own […]

Making the move into charging fees for advice

by Tony Vidler The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not product related at all. This seems daunting to the many financial advisers who have “grown up” in an environment where they were paid by commissions […]

Why Lawyers sell more than Financial Planners

by Tony Vidler Why is it that everyone tells jokes about lawyers and begrudges their work, yet lawyers tend to do pretty well in business? How is it that lawyers who tend to be pretty awful at marketing their services get so much business? Why is it that so many financial advisers […]

Top Time Management Tip: Take Time Off…

by Tony Vidler A quick Google search on Time Management books threw up 714,000,000 results…so there is no shortage of information out there for busy professionals looking to organise their work, and themselves, better. No matter how many books you read or conference presenters you listen to, the struggle remains the same….too much […]

Professional Selling: It is a real thing!

by Tony Vidler Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do. I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional. While there is an absolute requirement to place the clients interests above all […]

Why Professionals struggle to get referrals consistently

by Tony Vidler Getting referrals consistently is how many great advice businesses achieve systematic growth. “Consistently” is the key word that should be linked to “growth” here…and some research a little while ago in Australia highlighted why so many firms struggle with this. It is because they are not systematic in their approach […]

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