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Are Your “Gatekeepers” Killing Your Client Relationships?
I had been limping around for three weeks with a pain across the top of my left foot that didn’t seem to be getting any better. I made it through five straight days on my feet for two workshops and an...
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CONCEIVE It, BELIEVE It, ACHIEVE It!
A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters. I decided to speak about Napoleon Hill’s discovery in the 1930s that the...
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SERVE, and Grow Rich
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an...
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DOWN with The Elevator Speech…
I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up. “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to...
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Put Referrals on Your Agenda
A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his...
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You Can’t Count the Time You Spend Washing Socks
Many professionals complain about the long hours they work. For some, at least, all those hours are being compensated. These professionals are moving and shaking because they want to make as much...
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KNOW Your Value.
“You want me to call up my previous clients, just to see how they’re doing?” my client Alicia asked me two weeks ago. She was astonished that I would suggest something so forward. “Isn’t that...
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“Buyer’s Remorse”
I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney. At a recent event for alumni of my college, I met an alumnus,...
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Start Building Your Practice with People You Already Know
If you need a plumber, would you prefer to hire someone you found in the local phone book, or someone your neighbor used for a similar problem and recommends highly? If you need surgery, would you...
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Are You “Recommendation Worthy”?
“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think...
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Your Need Is the Ugliest Thing
“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been...
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It’s Not Your Grandpa’s Business Environment
PowerMinutes Coffee Break, TODAY, August 16th at 10 AM Eastern! Every Tuesday, I’m hosting live, 15-minute *cups of coaching*. Get answers to your questions about prospecting, sales, marketing, time...
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CONCEIVE It, BELIEVE It, ACHIEVE It!
A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters. I decided to speak about Napoleon Hill’s discovery in the 1930s that the...
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DRAW Them a REFERRAL DIAGRAM!
“I found a new way to talk with clients about referring me,” Ryan, a financial advisor, once told me excitedly on the phone. “I use a diagram! I’ll show it to you.” Ryan emailed me a little while...
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Ask for What You Need.
Let’s talk movies. My father loved the “lone hero” characters played by Gary Cooper, who faced off with all of the bad guys virtually solo in the 1952 movie High Noon. To my dad, Cooper represented...
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Sales Skills for Financial Professionals: Listen with FOCUS
Last week, we discussed the first of Three KEY Skills that will help you master the art of getting and keeping clients: (1) The ability to ask provocative questions (2) The ability to listen with total...
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Sales Skills for Financial Professionals: Powerfully Relate
Last week, we discussed the second of three basic yet essential skills that will help you get, and keep, more and better clients: (1) The ability to ask provocative questions (2) The ability to listen...
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Client Retention: They Changed Their Minds!!!
After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan...
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Are Your “Gatekeepers” Killing Your Client Relationships?
I had been limping around for three weeks with a pain across the top of my left foot that didn’t seem to be getting any better. I made it through five straight days on my feet for two workshops and an...
View ArticleClik here to view.
CONCEIVE It, BELIEVE It, ACHIEVE It!
A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters. I decided to speak about Napoleon Hill’s discovery in the 1930s that the...
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