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A financial advisers best weapon: The Meeting Agenda
by Tony Vidler One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; […]
by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slow Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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 am often asked if they are worthwhile, and if so, how does one get the best results from them? Here’s the no frills, […]
by Tony Vidler One of the best ways to improve results for your firm is to coach your people to greater levels of professional and personal success, rather than merely “managing” them. There is a huge difference between coaching and managing…and while managing has its place, it is actually only one aspect of […]
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 a […]
by Tony Vidler The single marketing topic that advisers WANT to know how to absolutely nail it is how to get more referrals. Get this right, and prospecting problems are fixed forever. The theory really isn’t all that hard. Applying it might be, but understanding it isn’t. Pretty much everyone involved in […]
by Tony Vidler When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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 One of the best management tools anyone has is the Key Performance Indicator – or KPI – as it has the potential to drive the right behaviors that lead to the right results for a practice. The caveat to that is that the KPI’s must actually be about the right things. […]
by Tony Vidler Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into […]