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How to explain your Process and Fee to clients
by Tony Vidler        Many advisers have difficulty explaining their fee basis, and the client advice process, in a clear and logical way. It becomes a barrier to engaging clients, and undermines our professional image, when we fumble and stumble on a fairly straightforward part of being in business. As with most things in the […]
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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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goldmine-in-practice
How Big Is The Goldmine WITHIN An Advisers’ Practice?
by Tony Vidler        Just how much opportunity is sitting inside the typical adviser practice?  How much new business is waiting inside that existing database?   It Is Usually A Goldmine.   A report from a couple of  years ago highlights the point: A lot of clients do not give advisers all their investable funds. […]
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sales-scripting
The Benefits Of A Prepared “Sales Script” (and the steps to making one)
by Tony Vidler        Everyone you talk to hates sales scripts – especially clients and prospects.  Professionals hate them nearly as much.       I love them.  And I think professionals should love them too.       It is probably one of the most under-rated “steps to success”  because there is a perception […]
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creating customer convenience
The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”
by Tony Vidler        Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]
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Learning to work LinkedIN
20 Lessons in the evolution of a LinkedIn user
by Tony Vidler Back in the beginning of my personal social media evolution, about 3 years ago, a friend sent me a LinkedIn connection request…and I had no idea what LinkedIn was, or why I should bother using it. So being a brilliant technology user, I rang him to find out why he had sent […]
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