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Helping Consumers Compare Solutions Will Lead Them To You
by Tony Vidler Todays consumers will compare before deciding who to use, so help them do it. If you help consumers compare solutions well, it will lead them to choose you. And it can streamline your advice when you do get chosen. Use the generic product or strategy information from your financial plans or statements […]
Financial Advisers Problem? Offering To Do Too Much
by Tony Vidler Advisers have a few problems these days. The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning. […]
by Tony Vidler A Clients are just your best ones, right? Why? The concept of segmenting clients into different categories is driven by the desire to introduce efficiency into a practice while recognising that not all clients are of equal commercial value to the firm. It is also a way of recognising that not […]
by Tony Vidler Spoiler: YOU do NOT have to be unique to have a strong differentiator. People mistakenly believe that they have to find their “uniqueness” in order to be able to articulate their value to the market. But your uniqueness doesn’t really matter in reality. You are one of 7 billion unique […]
by Tony Vidler Sales Technique…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”. A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
The "service" bit in your service business just might be the best ROI
by Tony Vidler The standout burning issue for most professional services firms remains attracting and developing new business, and advisers have a lot of distractions. The thing that is often compromised is existing client service as advisers deal with all the change and try to remain commercially viable. Yet, the most valuable investment […]
Nobody Believes Your Advice Can Be Impartial AND Free
by Tony Vidler The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might be free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
How To Balance Satisfied Clients With Profitability
by Tony Vidler What impact on practice profitability does this have: “Despite ongoing efforts to improve service, positive customer experience levels decreased significantly across the world” This was from a report released a little while ago on the performance of the insurance sector globally, and it highlights a real dilemma for practitioners. […]
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 […]
How do you know your financial advice is suitable?
by Tony Vidler Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny. Whether that scrutiny […]