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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 […]
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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 […]
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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 […]
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Value is not Black and White, it is Shades of Grey
by Tony Vidler        At the most basic level “Value” can easily be defined: Value is Benefits less Costs. That simple definition doesn’t highlight the enormous range of definitions for “Benefits” though, which is why trying to understand what value is results in everyone seeing a different shade of grey. The range of possible benefits […]
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creating customer convenience
The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”
by Tony Vidler        Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]
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Financial Adviser dinosaurs
The Financial Adviser Dinosaur: Not yet extinct
by Tony Vidler         Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]
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