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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 – […]
You Deliver Value, So Why Not Promise Value Up-Front?
by Tony Vidler Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]
by Tony Vidler There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address. WE have to try and eliminate or negate all of them. The first step in understanding how to negate them is of course […]
Scope Creep: The Number 1 Problem In Fixed Fee Advice
by Tony Vidler “Scope Creep” is the killer for the Holy Grail of professional services business models: fixed fee advice. That ideal model which so many aspire to is having clients who agree to ongoing fixed fees, and the practice income just rolls in month after month. Fixed fee advice being delivered on […]
Give yourself a better chance of having prospects engage you
by Tony Vidler There is one simple thing that advisers should do to improve the probability that prospects will engage: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]