Tony Vidler

PA The #1 Reason Ideal Clients Choose Another Advisor

The #1 Reason Ideal Clients Choose Another Advisor

It isn’t the client or potential referrers fault if they don’t understand what great value we can deliver or how we can help them.

PA Advisors: Where Do You Add Value?

Advisors: Where Do You Add Value?

Fairly predictable steps that a prospect will tend to go through on their way to finally deciding to engage the services of a professional adviser

PA Twelve Prospect Barriers That Prevent Clients From Hiring Financial Advisors

Twelve Prospect Barriers That Prevent Clients From Hiring Financial Advisors

The first step in understanding how to negate them is of course being able to identify them.

PA Client Contact Frequency: Are You Communicating Too Little… or Too Much?

Client Contact Frequency: Are You Communicating Too Little… or Too Much?

Whether client contact frequency makes a discernible difference to the strength of the adviser-client relationship, or enhances the perceived value

PA The Most Profitable Client Conversation Advisors Still Aren’t Having

The Most Profitable Client Conversation Advisors Still Aren’t Having

For most practices creating an up-selling strategy should be relatively easy too all the more reason to make sure you do it!

PA Three Questions Every Client Asks Before Saying Yes

Three Questions Every Client Asks Before Saying Yes

A great marketing process helps prospects move along the buying decision-making path by pre-empting their concerns and need for answers.

PA Four Levers That Drive Higher Valuations for Professional Services Firms

Four Levers That Drive Higher Valuations for Professional Services Firms

The emphasis upon growing renewal commission income or setting ongoing fee for service or advice contracts with clients.

PA When a Tough Week Becomes a Toxic Job: 12 Signs It’s More Than Just a Bad Day

When a Tough Week Becomes a Toxic Job: 12 Signs It’s More Than Just a Bad Day

Here is a list of 12 questions I came across that HR folk use to help work out whether someone is in a bad job….or just having a bad day.

PA The Real Reason Accountants Don’t Refer You — And How To Change That

The Real Reason Accountants Don’t Refer You — And How To Change That

Have not been terribly successful at creating long-term professional networking circles that continually deliver the right type of prospects for themselves

PA The One Question That Instantly Separates Real Clients From Tire-Kickers

The One Question That Instantly Separates Real Clients From Tire-Kickers

We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters. They just cannot bring themselves to say no thanks.

PA Want to Be a Top Financial Advisor? Here’s What It Actually Takes

Want to Be a Top Financial Advisor? Here’s What It Actually Takes

Is being great worth it? Or is feeling great about where you are at and how your life is working a better thing to focus upon? #growth

PA Be Scarce, Be Valuable: The Secret to Demand

Be Scarce, Be Valuable: The Secret to Demand

A well established economic AND behavioural principle is that people generally will have higher demand for that which is more difficult to get. #growth

PA How Clients Choose a Financial Adviser When They All Seem the Same

How Clients Choose a Financial Adviser When They All Seem the Same

How do clients choose a financial adviser to use when everyone looks about the same? #growth #advisors

PA The Power of Vision: Building the Future You Want

The Power of Vision: Building the Future You Want

Purpose is intensely personal for most of us. Vision is the picture of what we will create in order to achieve our purpose. #growth

PA Effective Prospecting: Why You Should “Fish at Your Feet First”

Effective Prospecting: Why You Should “Fish at Your Feet First”

A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one #growth #advisors

PA How to Eliminate Tire Kickers and Properly Value Your Expertise

How to Eliminate Tire Kickers and Properly Value Your Expertise

Being properly valued for your expertise and eliminating the time-wasting tyre-kickers is an ongoing problem for many financial advisers. #advisors

PA How Often Should We Contact Clients?

How Often Should We Contact Clients?

I read a report which suggested advisers needed to find 70 or more touch-points with each client each year. Engage with clients 70 x per annum! #advisors

PA What Are We Really “Selling” in Professional Services?

What Are We Really “Selling” in Professional Services?

The Holy Grail for the professional advisory firm though is to tap into all three of these for their clients. #advisors #CX #business

PA 6 Steps To Becoming the “Go To” Advisor

6 Steps To Becoming the “Go To” Advisor

Build your knowledge, systems and marketing around these 6 steps and you can become the expert who is the go to adviser for your target market #growth

PA Niche or Nest Marketing: Which is Best?

Niche or Nest Marketing: Which is Best?

A niche is a target market of potential clients who have a lot of commonality, and are therefore easy to identify because they self-identify as members.

PA The Customer Is NOT King; The Customer Is Not Always Right

The Customer Is NOT King; The Customer Is Not Always Right

The customer is not always right, and the customer is definitely not the stakeholder who provides permission to practice. #advisors

PA Convert Prospects Into Clients by Showing Your Advice Planning Process

Convert Prospects Into Clients by Showing Your Advice Planning Process

When advisers position then entire planning process like this and show prospects what it is all about, they get it. #financialadvisors

PA The 5 Things an Advisor Must Do To Show They've Been Working in the Client's Best Interests

The 5 Things an Advisor Must Do To Show They've Been Working in the Client's Best Interests

Most advisers who get into trouble with the regulatory bodies do so because of process failure or for delivering unsuitable advice.

PA What Do Customers Want in Life Insurance?

What Do Customers Want in Life Insurance?

PA How to Be Your Client's Consigliere

How to Be Your Client's Consigliere

PA The 9 Building Blocks of a Business Which Will Stand the Test Of Time

The 9 Building Blocks of a Business Which Will Stand the Test Of Time

PA Understanding the High Net Worth Client

Understanding the High Net Worth Client