value of adviser Archives - Page 2 of 3

WHERE do you add value?

by Tony Vidler In the continual search for differentiation strategies and creating a strong sense of “value received” by clients one of the ways to think about how to stand out is to consider where you choose to try and add value in the prospects buying path. There are a number of fairly […]

When – and how – To Discount Your Fees

by Tony Vidler As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker rather than the price-setter. Discounting fees usually moves a professional from being an expert with […]

Fighting Off The “Free” Advice Competitor

by Tony Vidler “Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]

Creating a Value-Based Pricing Engagement

by Tony Vidler Amongst all the debate about adviser remuneration there is little being said about value-based pricing and yet it is a concept which is most likely to match the clients perception of value with the professional’s desire to avoid conflicted models or time-based billing. It is simply setting a price based upon […]

Make your professional designations mean something to clients

by Tony Vidler Why aren’t more financial advisers using their professional designations and qualifications better? There is no doubt that there has been an increasing proportion of advisers pursuing professional designations, and an increasing number of niche choices in doing so, and there are more advisers with more acronyms than ever before. Do […]

How “personal” should your personal service be?

by Tony Vidler It is our livelihood in many respects, yet one of the vaguest phrases we use is “personal service”. What is a personal service is not necessarily the same as a personalised service, and what is personal to one client may not be deemed a personal service to another. So how […]

The 4 Key Levers That Create Great Capital Value For An Advisory Firm

by Tony Vidler Creating great capital value for a professional services firm is usually one of the owners primary objectives as they more often than not see their business value as a critical part of their own financial independence. Building a profitable business is obviously essential, and it is a more valuable profitable […]

Dependability: Is it a differentiator?

by Tony Vidler While talking to a very experienced and successful adviser I asked him what he put his phenomenal success down to. He said: “I am dependable”. As simple as that…a 40 year record of happy clients and success in financial services is summed up. He doesn’t claim to be the […]

Re-think what you THINK you know about clients

by Tony Vidler Is it time for financial advisers to re-think what they think they know about clients? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I know from personal experience – both as an adviser and a coach working with advisers – that clients […]

How much Know-How should you give away for free?

by Tony Vidler It is difficult to work out how much of your expertise or know-how you should give away for free isn’t it? Most professionals give away free hours as part of their marketing to try and engage new clients, and in some professions even give away entire services which have become commoditized, […]

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