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Innovation in delivering Financial Advice: Does it have to be this way?
by Tony Vidler        “Innovation” and “delivering financial advice” do not usually go together for the majority in the industry. The way advice is delivered by tens of thousands of professionals tends to gravitate to the same methodology.  There is safety hiding in the herd, right?     Then the  type of advice delivered by tens […]
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Position Advice Properly as Success Coaching
by Tony Vidler        The perennial challenge in selling advice is positioning it as valuable, and we should think about it and describe it the right way: great advice is about coaching. It IS coaching.   Giving advice is all about analysing the desired outcomes for clients, weighing up the possibilities, deciding on the optimal […]
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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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If you want people to buy your advice, then dumb it down!
by Tony Vidler        When it comes to getting someone to buy your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“.   There is a big difference between “dumbing it down” and treating people like dummies.  The first is about simplifying the message in order […]
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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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Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler        Go the extra mile and clients will love you, right?   Maybe not.   While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
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Why we get price resistance
by Tony Vidler        Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem.  It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”.   I often […]
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Are you offering Advice clients Fast Food or Fine Dining?
by Tony Vidler        Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience.  Both do the job, albeit in different ways.  But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]
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Your Reputation IS Your Personal Brand – and it is what matters most
by Tony Vidler        For most advisers the only brand that truly matters is, or should be, their personal brand.  Not the corporate brand, or licensees brand, or dealer group or avourite financial insititutions…YOUR brand.  And when it comes to your personal brand, reputation is everything really.   A lot of professionals get their branding […]
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