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Why Your Advisory Practice Needs 2 Marketing Strategies
by Tony Vidler        When considering advisory practice marketing the primary focus from most advisers is “How much should I spend to get a new client onboard?” While the answer will vary for everyone of course, the typical answer I hear is “maybe a couple of hundred dollars“. It follows that if you want another couple […]
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An easy way to work out how to express your value
by Tony Vidler        If you are struggling to express your value proposition for your target market there is a way to figure it out that doesn’t require you agonising over how to come up with a clever marketing message. “Your value” could be expressed as what benefits you can deliver for them.   To […]
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This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler        When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence   The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]
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How to make yourself scarce…and more valuable!
by Tony Vidler        A well established economic AND behavioural principle is that people generally will have higher demand for that which is relatively scarce.  Less of something makes it more valuable, right?  It is a pretty sound principle that consumers tend to have a higher want for what is perceived to be harder to get […]
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Who says you can’t teach old dogs new tricks?
by Tony Vidler        Old folk don’t take on new technology and new ideas, right? You just can’t teach them. Or is that “us”? Well that theory is getting blown away in a pandemic-like-way…   There has been a continuous lament for years about the ageing of the financial advisory business and it is certainly true when […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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Demonstrate Value And Prospects Will Choose You
by Tony Vidler        Smart advisers today make sure they are demonstrating their value to prospects.   Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains so today. However, who the prospect decides […]
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Knowing Your Professional Purpose Is Your Game Changer
by Tony Vidler        All the regulatory change has many advisers seriously thinking about how to position for the future, and how to lift performance in a time of squeezed practice margins.  Many are stuck in their existing paradigm of doing business though, and struggle to accept things like remuneration models changing rapidly, long term shifts […]
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Becoming Elite Comes From Being Just 1% Better
by Tony Vidler        Becoming an elite adviser, or building an elite practice doesn’t come about by chance.  It takes graft and grit…and help. Building a great business is rarely the result of a single champion taking on the world.  The champion business owner is usually the captain of a team that has taken on the […]
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You are a professional? That doesn’t mean I trust you.
by Tony Vidler        You’re a professional. Should I trust you? Nope. As a consumer, a user of professional services myself, I’m tired of hearing from professionals that they should be trusted just because they are labelled professionals.  Let’s face it; many carry the label “professional” only by association anyway. The industry they are in […]
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