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Referrals: You are probably letting hundreds go each year
by Tony Vidler Why so many professionals struggle to get referral business consistently generally comes down to 2 things: 1. They don’t position for them 2. They aren’t prepared in advance Something like one-third to a half of the people we engage with might be prepared to provide referrals – IF we […]
Reward the right behaviour – or it will kill your practice
by Tony Vidler We tend to get the behaviour which we reward repeatedly. Kindergarten teachers know it, so why don’t the leaders of professional services firms know it and use it? Here are a couple of real examples of how this plays out: In one instance it was watching a previously excellent professional […]
Know and Use the Principles Of Influence Deliberately
by Tony Vidler One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by. There are exceptions of […]
How One Successful Financial Planner Gets New Business (part 2)
by Tony Vidler Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful. The constant question is: “What are others doing that are successful for them?” In a previous post one leading financial planner shared where he gets his new business from, and the […]
by Tony Vidler Everyone is after the good advice clients it seems…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 […]
by Tony Vidler Even when advisers finally buy into the need to engage patiently with prospects the content creation required to feed an engagement marketing system worries them. Creating content seems to be so hard for so many, which is odd because professional advisers are masters of creating content. They do it every day […]
Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands. After all, it takes great skill and careful through to be able to simplify complex […]
How One Successful Financial Planner Gets New Business
by Tony Vidler The one question that continually gets thrown to me is “What are other advisers doing that is successful for them?” Every so often one is willing to share their trade secrets, and this is how one leading financial planner that I know gets his business, and that he was happy to […]
Be Prepared To Get The 80% Of Practice Revenue That Is Just Waiting For You
by Tony Vidler You know that there is a good chance that something like 80% of your practice revenue will come from about 20% of your clients…but do you leave that to chance? We are talking about your best clients of course being that 20% who produce the lion’s share of the income, […]
Understanding The Client Buying Journey Will Get You More Of Them
by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]