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telephone track closing
Getting the right style and structure for an effective telephone track
by Tony Vidler        Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one.  It is perhaps one of those “lost sales skills” from the last decade or so, where new entrants into the advice industry have veered away […]
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telephone track closing
How to close out the phone call to get your desired action
by Tony Vidler        Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track.   It is the end goal.   There is just a little bit of thought and structure to it – but not too much – and it is probably […]
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telephone track sttyle and structure
How to get the listener’s interest on the phone
by Tony Vidler        Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it.   As I have stressed throughout this mini-series, there is structure and methodology in building […]
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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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The 10 Things To Get Right For COI’s To Start (and Keep) Referring
by Tony Vidler        A great Centre-of-Influence keeps referring…they are not really a COI unless they keep referring.  That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of marketing – especially if you have a few of them.  So identifying a potentially great […]
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Get clients saving more with the 10/30/60 Rule
by Tony Vidler        One of the biggest issues for advisers is to get clients saving more.  Getting them to do now what will be good for later means deferring instant gratification and the constant  “we wants”, even in countries where compulsory or incentivised retirement savings schemes exist.   A fascinating piece of work for any […]
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qualifying-a-prospect
Is that Prospect really a prospect?
by Tony Vidler        How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters.  They just cannot bring themselves to say “no thanks”.   They cost a ton in […]
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How to go about creating the RIGHT Strategic Alliance
by Tony Vidler        A good strategic alliance or two can be the thing that makes success for a professional services firm.  It can be a complete game changer.   In fact it is so important to get right that the key to finding and forging the right strategic alliance is thinking strategically to begin […]
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Financial advisor CRM database
What to consider when selecting a CRM system
by Tony Vidler  One of the thorny issues for financial advisers is finding the right CRM system.   What makes it difficult is the struggle to define what is “right”.  As with most things in business, one should begin the decision making journey with a clear view of what you are trying to achieve.  Begin […]
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Don’t know how to make great visuals? No worries…
by Tony Vidler        Visual aids sell. Great visuals increase comprehension and speed of information absorption. Apparently the brain processes visual information 60,000 times faster than text.   Well…I don’t know if the “60,000” is actually a fact but I found it on the internet, so it must be true.  I am sure too that […]
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