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Prospecting Idea: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago. There are always people we are seeing who are potentially great customers, but for […]
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Practice Development: The Danger Of Promoting A Competent Adviser
by Tony Vidler        A genuine danger in practice development is promoting a competent adviser to a role which they are unable to perform well in.  In any organisation there is a real risk that a person is encouraged to rise to their level of incompetence. This is just as true for the self employed […]
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The Gordian Knot of Getting Referrals
by Tony Vidler        Getting referrals consistently is hard for most…but oddly enough it is also easy for many.  Or is it? Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get […]
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“Always Be Coaching”, NOT “Always Be Closing”
by Tony Vidler        Coaching clients is a concept which is gaining traction with financial advisers, and for many this is a new line of thinking.  After all, they were taught years ago that “you should always be closing”, right?  No matter what else you are doing with prospective customers, and no matter what they […]
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Why Your Advisory Practice Needs 2 Marketing Targets
by Tony Vidler        When considering advisory practice marketing the primary focus from most advisers is “How much should I spend to get a new client onboard?” It is a single marketing focus; just one marketing target.  You need one more. While the answer will vary for everyone of course as to how much one new […]
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How Great Regular Producers Stay In Top Gear
by Tony Vidler        Great regular producers are those who continually deliver good revenue results time after time.  Week in, week out, they never miss a beat and just keep pumping the numbers through.  They are elite. Elite high performing advisers, like elite athletes, have high performance routines. Their routines are the the answer to “how?” […]
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This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler        When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the wrong […]
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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 they just […]
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Demonstrating Value To Make Prospects Choose You
by Tony Vidler        Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains […]
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customer service pays for financial advisors
Professional Service: There’s extra money in going the extra mile with your service
by Tony Vidler         Often advisers forget how valuable the service bit is in their “professional service” business.  Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]
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