value of advice

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 310 other followers

sidebar_tony
Facebook: 7598927, Twitter: 14013, LinkedIn: 689
How to do client video testimonials the right way!
by Tony Vidler        Testimonials are good for business – but we all know that. Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far more […]
Read more.
Making the move into charging fees for advice
by Tony Vidler        The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not product related at all.  This seems daunting to the many financial advisers who have “grown up” in an environment where they were paid by commissions […]
Read more.
creating brand advocates for ongoing referral business
Creating A Culture Of Client Advocacy For Your Practice
by Tony Vidler        In an ideal world all of our ideal clients would become active “brand advocates” for us…client advocacy would be the key driver of growth in our client base, wouldn’t it?  Our clients whey would be so in love with how our advice and expertise has positively changed their world that they’d […]
Read more.
Here is how to explain, and show, your value to a client in 10 seconds
by Tony Vidler        I am a massive fan of drawing little diagrams to explain technical ideas, but they are also a fabulous way of articulating the more nebulous concepts that people struggle to grasp.   One of my favourites is a very simple picture that anyone can scribble on a cocktail napkin in 10 […]
Read more.
How are you planning to differentiate and stand out?
by Tony Vidler        You have to differentiate to stand out and attract business…but where do you do that. How do you do that? Well, it begins by thinking strategically about where you want to do it.   I remembering reading way back in one of the academic tomes on marketing that there were 5 […]
Read more.
Different communications are methods needed for different clients
by Tony Vidler         Different people learn and comprehend in different ways, and different sorts of clients need different sorts of communications methods and styles if messaging is to be truly effective.   One size really does not fit all.   A Little while ago LIMRA did some research on preferred methods of communications by […]
Read more.
Why didn’t the client call ME?
by Tony Vidler        “Our clients did business elsewhere and didn’t call us to do it – Why?”   How often do we hear this from advisers?   Maybe you aren’t very good, or maybe they just don’t like you.  Maybe that is why…but then, why would they have ever done business with you in […]
Read more.
Sell holes, not drills, to get more customers
by Tony Vidler         When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself.   They want a hole.   This is an elementary truth about consumers buying behaviour  They buy products for what the products can do for them, not because […]
Read more.
Imagine if we were REALLY 100% honest with clients
by Tony Vidler        Total honesty with clients is a wonderful idea….but 100% honesty in all things with clients would kill us commercially.  And frankly the consumers, regulators and politicians wouldn’t like it much….despite how much they ask for 100% honesty in all things.   Don’t get me wrong: I believe in full transparency and […]
Read more.
If it’s too expensive then there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
Read more.