Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Other useful resources
Facebook: 7618628, Twitter: 14040, LinkedIn: 689
There is a need for speed with leads…
by Tony Vidler Speed kills…except in sales….there IS a need for speed with leads. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true. Perhaps Maverick […]
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, […]
by Tony Vidler Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something. You can engage even the most guarded and difficult prospects […]
Improve your sales results with a quick “Kerbside Review”
by Tony Vidler One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
If you have repeated problems, you need a process!
by Tony Vidler For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents. Process is what builds franchise businesses. Process is what creates turnkey operations that are highly valued by prospective purchasers. […]
The Benefits Of A Prepared “Sales Script” (and the steps to making one)
by Tony Vidler Everyone you talk to hates sales scripts – especially clients and prospects. Professionals hate them nearly as much. I love them. And I think professionals should love them too. It is probably one of the most under-rated “steps to success” because there is a perception […]
by Tony Vidler That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Presenting these adverse decisions such as […]
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler No matter how hard you try to get it right, some prospects are just not right for you. You are wasting your time and would be best to just cut your losses and move on quickly. The problem we have is that often we don’t figure that out until we […]
by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]
Big Ticks: Best Stories For Professional Advisers This Week
by Tony Vidler Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read, as they are […]
During the financial crisis, IFA.com urged clients not to react but simply rebalance periodically as before. The difference in returns enjoyed by clients who listened to the advice and those who didn't is staggering