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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 the right team around 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 wrong too.   More […]
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The Number 1 Thing To Get From Coaching
by Tony Vidler        It is a peculiar thing…most of us recognize the difference that 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 link […]
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A simple approach to getting clients to ACT
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  That of course presents a range of “risks” for clients as well as being frustrating for the adviser.  Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
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You can help your clients say YES more often
by Tony Vidler        I just covered the need for practitioners to raise clients awareness of everything that you can do to help them – making sure they know all of your areas of expertise.  All too often professionals lose business from good clients simply because the clients were not aware that the practitioner was […]
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Are you sure your clients know what else you COULD do for them?
by Tony Vidler        All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them!   The reason is usually a very simple one: the clients do not know everything we could do for them.  Or perhaps they did know, but forgot.  Or […]
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Brainstorming for fact finding financial advice
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler        Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation.  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 come to us for validation […]
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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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How financial advisors can be relevant to clients
Working out how to be relevant to your clients
by Tony Vidler        One of the key things that all professionals struggle with is 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 you know what you want to […]
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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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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 […]
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