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The "service" bit in your service business just might be the best ROI
by Tony Vidler The standout burning issue for most professional services firms remains attracting and developing new business, and advisers have a lot of distractions. The thing that is often compromised is existing client service as advisers deal with all the change and try to remain commercially viable. Yet, the most valuable investment […]
Nobody Believes Your Advice Can Be Impartial AND Free
by Tony Vidler The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might be free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
How To Balance Satisfied Clients With Profitability
by Tony Vidler What impact on practice profitability does this have: “Despite ongoing efforts to improve service, positive customer experience levels decreased significantly across the world” This was from a report released a little while ago on the performance of the insurance sector globally, and it highlights a real dilemma for practitioners. […]
You fix financial worries…so why not tell prospects that?
by Tony Vidler “Investors spend 475 hours a year worrying about money” apparently. Well I bet the people who don’t have enough to be considered “investors” spend a heck of a lot more time than that worrying about money….but still, this is about 20 days each year spent just thinking or worrying about money […]
Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast
by Tony Vidler Is it appropriate to be paying COI’s a share of your success from their influences? Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers? Personally, I think not. However, it is actually just a little more complicated than that […]
Compliance: Here are the only 3 things that matter
by Tony Vidler Whenever the topic of the “advice process”, or compliance, comes up most advisers imagine themselves as the plane in this picture: Compiance is largely considered a burden – albeit a necessary one. As is usually the way of these things a substantial body of documentation has blossomed over the years which […]
6 Things Banks Taught Us About Building A Super Profitable Business
by Tony Vidler It seems obvious, yet somehow it isn’t. The more you know about your customers the more business you can do with them. Can. Not “will do with them”….but “can”. Market and customer intelligence provides potential business opportunities – if you are able to act upon it. Take a tip […]
Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so. If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
by Tony Vidler Pretty much every time I get into a discussion with professionals about building up their business they begin by thinking that the answer is “get more prospects“. There is no doubt that getting more prospective customers helps build a business of course, but what builds a business faster and less stressfully […]
by Tony Vidler “How much is too much contact?” “How often is too often?” Having bought into the need to engage with prospects and clients until they are ready to move ahead the next burning question from advisers centres upon what level of contact with customers is the “right amount”. Much of […]