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You’ve been introduced. Now what?   Your next step is to set an appointment with your prospect. Unless you were introduced in person, it’s usually best to set up a phone appointment, before the bigger…

Yes!  My birthday is May 18. We won’t be talking about age!   My “gift” to you are some ideas that I’ve actually used to say “thank you” to my clients and advocates who have…

When you were new in business, did you ever experience the Imposter Syndrome?   Its very common in professional services. We have a sense that we are doing good work for our clients, but we’re…

Here are 10 things you must do to increase your chances of turning prospects into clients:   Know your prospect before meeting with them. Learn a few things about your prospect from your referral source…

GUEST BLOG from Jill Addison Founder, FA Client Machine   More and more professionals are turning to video as a way to engage with prospects and clients. My own financial advisor has a great set…

Of all the strategies and tactics I’ve been teaching for 25 years – the most effective (therefore, most important) is what I call the Value Discussion.

In fact, I have a challenge for you that … should you choose to accept … I can almost guarantee will lead to you getting more unsolicited referrals and strengthening your client relationships. Are you ready?

Voicemail purgatory! This is a real place, you know. This is where weak, unanswered voicemail messages go to die a lingering death. If you ever leave a voicemail for a prospect that goes unanswered, the harsh truth is that it’s probably because your voicemail wasn’t relevant and/or compelling enough to trigger a response.

Did you hear that Twitter is purging millions of accounts every day? In Twitter’s case, it’s because they had millions of “fake” accounts. However, this concept got me thinking about the concept of purging in general, and how many of us (myself included) are guilty of holding onto clients long past when we should. So, how do you know when it’s time to fire a client?

If you want to attract and win more right-fit clients, you must ensure that the information you are conveying to the world about your value is, in fact, what you intend to communicate. Here are 9 questions that will help you to both assess your value, and create an action checklist to focus your messaging.

I blew it and I knew it. I botched an introduction. I should have known better.

You might as well learn from my mistakes – right?

Here are three blunders I have personally made – the first one very recently – and the lessons I’ve learned. (Yes! Even the “Referral Coach” gets it wrong from time to time.)