vidler Archives - Page 24 of 37

What I’ve learned while using social media for business

by Tony Vidler I’ve been using social media for business to market myself and my services for quite a while now, and it has totally helped. No doubt about it. Social media has been good for marketing my business and building a profile way beyond what I anticipated. The thing that many professionals simply […]

If you’re converting only 1 in 10 prospects you have a problem

by Tony Vidler There was a time when converting 10% of your prospects was the path to career success as a financial adviser. Hard to believe perhaps, but true. Everyone starting in a sales role was told to just “see the people, see the people, see the people!”? The expectation was that our fame and fortune […]

content marketing for financial advisors

Sharing your content: how much leg should you show?

by Tony Vidler When it comes to content sharing, how much is too much? Or not enough? To use the old and incredibly politically incorrect line: “how much leg should a lady show?” General disclaimer to begin with: I m not inviting allegations of sexism and general trashing of whatever reputation I have […]

What IS value to your prospect?

by Tony Vidler It may seem an obvious question; but do you know what “value” IS to your prospective clients? Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Or what is valuable at one […]

An easy way to work out how to express your advice value

by Tony Vidler If you are struggling to express the value of your advice for your target market there is a way to figure it out that doesn’t require you agonising over how to come up with a clever marketing message. “Your value” could be expressed as what benefits you can deliver for them. […]

How to get customers enthused when our products are boring

by Tony Vidler How can we create or transfer enthusiasm to a customer when: Our products are as boring as the boring-est thing ever. The Value that customers receive from financial services products could be years and years and years away….if “physical value” actually ever turns up at all Our products are as boring as the […]

Which prospecting method delivers the best results?

by Tony Vidler The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association showed that on average in the previous year some 34% of new clients came from […]

How to tap into the Principle Of Scarcity – and create some urgency for clients

by Tony Vidler The Principle Of Scarcity One of the more powerful principles of influence is the Principle Of Scarcity: people tend to want what they perceive as being limited, or difficult to get. That is a difficult principle for professionals to tap into most of the time as the products and services […]

The Myth Of Independent Advice

by Tony Vidler The search for “independent” advice is rather like the Quest for the Holy Grail. It doesn’t exist. The search is fruitless and doomed because there is no Holy Grail. Independent advice simply does not exist. The argument for those wanting to say they are independent (or being allowed to by regulators) […]

Cost is not just Price: Put Adviser fees into perspective

by Tony Vidler Adviser fees are a cost for sure, and often a stumbling block for many professionals with their clients is this “cost discussion”. It is a stumbling block because more often than not the entire conversation revolves around just one of the cost components rather than the actual fee rate and the value […]

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