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Here is how to work out WHERE to compete
by Tony Vidler        A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts.   Once the target market clients have been worked out (so we know who we want to appeal to) we have to decide […]
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YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients.  YOUR need will a sale.   Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]
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sales-numbers-suck
When Your Sales Numbers Suck…
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of […]
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Who is paying who for financial advice?
by Tony Vidler        Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions  and conflicts of interest in financial services.   For many advisers yet to experience it, full transparency on costs and fees is good for business. […]
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telephone track closing
Getting attention & positive engagement on the phone
by Tony Vidler        There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck!   Of course, there is structure and methodology in building effective and entire telephone track.  It should be a core skill for any adviser, and yet, so few seem to understand how […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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The Strategic Approach To Practice Development
by Tony Vidler        For any professional services business to realise it’s full potential the owner must take a strategic approach to the development of the practice.  In doing so there are 3 general areas of the firm which drive growth and value of the business, and each of those has some sub-sections.   The […]
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A Value Creation Model For Advisory Firms
by Tony Vidler        “Innovate or die” said Peter Drucker.  Innovation is of course about finding new ways to create value.   Have financial advisers been innovating in recent years?  Have they been finding new ways to create value?  If not, does it mean they are slowly slipping towards their commercial death?   Many have […]
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Give clients the Red Carpet. (But only a small one!)
by Tony Vidler        What is more effective: running a client seminar with 100 guests, or running 5 client events of only a dozen or so at a time?   Research suggests that the best financial advisers tend to run smaller and more intimate client appreciation events, and do them regularly.   The best advisers […]
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advice-firms
The Next Strategic Evolution For Advice Firms
by Tony Vidler        There’s a classic cartoon that shows the way forward for advice firms when it comes to how they must evolve.  It is called “The evolution of an entrepreneur” and even though it is aimed at those starting out, it captures where the advice industry has come from and where it currently sits […]
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