Want to Cross-Sell? Then put a bit of planning into your planning services

by Tony Vidler We all know that cross-selling services and solutions, and sometimes products, to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients. So why is it so often neglected? In part because cross-selling is skipped because so many professional […]

Being There. Maybe that is what Advisers are not doing well.

by Tony Vidler I’ve just been reading through a very interesting piece of research that came out of the last census here in NZ, compiled by Statistics NZ, and it immediately highlighted some problems in our process as advisers that suggest we may be missing the mark with many consumers.   The key statistic that […]

The BIG ticks: Best articles for professionals this week

best marketing ideas for financial advisors

By Tony Vidler The articles that I spotted this week that make you think in new ways, or new directions….the “best of the best” for me….are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read. There is so […]

You are probably closer to being “An Authority” than you realise.

by Tony Vidler IF you have bought into the key concept of providing good quality content, or information, to prospects in order to engage them until they are ready to use your services, the inevitable question becomes: “what do I provide in the way of content?” It seems a fair question too. Very few professional […]

What’s the worst that could happen if you asked this?

by Tony Vidler One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking.  Is that “selling” though, or is that just the intelligent and deliberate use of sound psychological principles to help clients make good choices […]

Dumb business is converting only 1 in 10 prospects…

by Tony Vidler Remember when everyone starting in a sales role was told to just “see the people, see the people, see the people!”? Remember when the expectation was that our fame and fortune would be assured if we worked the 10-3-1 formula?  Call 10 people, and get appointments with 3 of them on average, […]

The BIG ticks: Best articles for professionals this week

best marketing ideas for financial advisors

By Tony Vidler The articles that I spotted this week that make you think in new ways, or new directions….the “best of the best” for me….are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read. There is so […]