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Use a puzzle to provide clarity to clients!
by Tony Vidler        How often do financial advisers struggle to explain to prospective clients, or audiences at large, what it is they do? Providing clarity so that clients do not struggle to understand the explanation must be the objective, surely?   This diagram pictured on the left is an excellent tool that works well (even […]
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The 5 Levels Of Professional Competence
by Tony Vidler        A strange question to ask perhaps, but can a professional be assessed as having competence and incompetence as an adviser simultaneously?   I think so.   As new regulatory standards are embedded everywhere for professional services a word which frequently springs up as measure of professionalism is “competence”. Advisers everywhere grasp […]
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The Top Challenge In Shifting From Product Sales To Advice Delivery
by Tony Vidler        I was asked a simple, but loaded, question: What is the biggest future issue for financial advisers specialising in business insurance?   I qualified my answer by saying that the biggest issue is the same one that faces all financial advisers regardless of their area of specialisation.   The biggest issue […]
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A surefire way to get a Prospect to choose You!
by Tony Vidler        You are ALWAYS competing to have the next prospective client choose you.  In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were.  We are […]
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Sales management is more than “make the troops jump through hoops”
by Tony Vidler        The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills.   The typical result of this shortcoming is that management of the revenue producers in a professional practice becomes a matter of making […]
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I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  I sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.   But I sell.  And I think I am a professional too.   Why do we […]
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The Magnificent 7: who you need if you want corporate clients
by Tony Vidler        One of more unusual things that has been observed repeatedly over the years is that usually there are 7 people you have to get onboard to get a corporate account as a new client….   Exactly who is in the “Magnificent 7” depends on the size of the firm, and even […]
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The emotions that drive client decisions
by Tony Vidler        There are three basic emotions that drive most client purchases, or actions, in financial services:   1. Fear 2. Greed 3. Love   The one we often shy away from is the first one: Fear.  I am going to suggest you might want to consider “slapping” some clients with it sometimes…not […]
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How To Generate Referrals When You Want Them
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
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3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number.   It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a bit of structure to the […]
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