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Brainstorming for fact finding financial advice
How to challenge clients thinking without being confrontational
by Tony Vidler        Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have […]
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What you should expect from good coaching
by Tony Vidler        It is a peculiar thing…most of us recognize the difference that getting good coaching – or poor coaching – can make to any athlete or sports teams performance.  In fact most of us have often held quite passionate views about the merits of coaches…Very few professionals however seem to make the […]
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How to work out who to keep on your team
by Tony Vidler        One of the toughest areas of practice management is building your team and keeping the team “right for you”.  So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong.  You will get hiring decisions wrong….and sometimes firing decisions […]
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pre-approach-sales-letters
Are sales letters useful?
by Tony Vidler        A traditional marketing practice for financial advisers has been sending “pre-approach” sales letters to prospective clients.  It seems that very few still do it, and yet I wonder if they are worthwhile in todays world?  There is no doubt that most prospective customers are not exactly waiting around hoping a piece […]
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You can help your clients say YES more often
by Tony Vidler        All advisers want clients to say “yes” more often…in particular “yes” to everything that the Adviser could be doing for them instead of just getting a “yes” to one service.  To achieve that an Adviser needs to continually raise clients awareness of everything that you can do to help them – […]
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To Improve Lead Conversion You Need 2 Speeds
by Tony Vidler          Every lead is gold, and ideally every lead would result in conversion to a client.  The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all.   The short cut to better conversion is often […]
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How financial advisors can be relevant to clients
Working out how to be relevant to your clients
by Tony Vidler        Two of the key things that all professionals struggle with is firstly to be relevant, and then remaining relevant.   Amongst the most common questions that arise when marketing or client servicing is discussed for professional service firms is: “what do I say or write?“   You know what you know…and […]
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professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
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Buildong a COI referral system for financial advisors
How to build a COI referral system
by Tony Vidler        If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having  a Centre of Influence (COI) driving the right types of ideal clients to you.   A good COI will be an advocate for you and your business, and be proactively recommending […]
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Fix the prospecting problem forever
by Tony Vidler        You can fix all prospecting problems forever if you generate enough referrals.  It is that simple.  Get this right, and prospecting problems are non-existent, as the number one source of professional prospecting is going to be “word of mouth” for some time to come.   The theory on getting more refrrals […]
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