strategy marketing Archives - Page 4 of 11

Professional Triage: Targeting The Immediate Need

by Tony Vidler A huge mistake many advisers make is trying to deliver comprehensive advice to a client concerned only with an immediate need. We need to recognize when triage is required, as opposed to when ongoing nursing is needed. The immediate need is the more often the trigger for an advice client to coluntarily […]

What is “Good Content” For Advisers To Use?

by Tony Vidler Nearly every advisory firm says “we need more prospects“. sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser. And frankly […]

The most relevant content for clients and prospects? THEIR questions…

by Tony Vidler The constant puzzle for many looking to be more effective in engaging their clients is finding relevant content, or information to share. One of the constantly overlooked areas of HIGHLY relevant content is the actual questions that clients ask… There are several ways of sourcing client questions of course, from the informal […]

Not All Customers Are Good Advice Clients

by Tony Vidler “All customers are good advice clients”…or are they? Robo-advisers, direct marketing, 24/7 online transaction facilities, product kiosks and over the counter solutions to shoppers at supermarkets…these are all “financial advice” choices for consumers today. (for “Financial Advice” read “anything associated with a financial services product or service which may or may […]

Target Market: You actually need 3 of them…

by Tony Vidler Whenever we talk about target marketing and chasing an ideal client it seems to be assumed that there is just one “right client profile”. Not true. There are usually 3 target market client profiles that I recommend, as we have a commercial requirement to balance up the odds of getting the […]

6 Things Banks Taught Us About Building A Super Profitable Business

by Tony Vidler The most profitable business to have in financial services is a bank. They know how to make money. They understand that the more you know about your customers the more business you can do with them. Not “will do with them”….but “can”. And that makes a lot of money for them. […]

Compliant Advice: Here are the only 3 things that matter

by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]

Clients need to be reasonable and meet expectations too

by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]

Building Your Reputation: Talk About The Elephants In The Room

by Tony Vidler When Accountants struggle to be highly trusted then financial advisers are going to have a real battle doing so. If the Accountants only get rated as “Highly trusted” in professional ethics and honesty by less than half the population then what chance that an Insurance Broker will rank higher in the […]

You really do have to sell more to your clients.

by Tony Vidler Your clients will stay with you longer and be more valuable to you if you cross-sell more products and services to them. You will be more valuable to them if you sell more of what you do to them. Yes, yes…I know…there is that word “sell” and it doesn’t sit well […]

strategy marketing

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.

Other useful resources

Fresh ideas delivered to your inbox