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While I usually like to keep my message positive and upbeat, sometimes we need to be reminded of things we shouldn’t be doing.   During my coaching sessions with advisors, consultants, and business owners, here…

You CAN ask new clients for introductions IF the conditions are just right.   First – Engagement must be created. Second – Value has to be delivered and recognized. Third – They must have the…

More than anything else, your prospects need to know that you have empathy for their situation – that you understand the facts and feelings they are experiencing.  You want your prospects to be thinking, “He…

In a recent Facebook post, someone posed the question, “Which is more important – for a client to value you or like you?”   Some people chose “value” and others chose “like.” What would you…

Bill – I have people in my network who will unlikely ever become clients of mine. How do I use your concepts to engage with them for introductions?   This is a question recently submitted…

Research has shown that it is Engaged Clients who provide referrals and make introductions.   With engaged clients, you’ve made a quality value connection and quality human connection.   The more you get to know…

Are you ready to tip-off a little Referral Marketing fun that coincides with college basketball’s March Madness?

Here are the ideas. Keep reading to get the details.

Foul #1 – Missing the super high-percentage shots

Foul #2 – Not following through

Foul #3 – Not having a strategy for breaking down the defense

Foul #4 – Not making enough assists

Foul #5 – Not valuing your cheerleaders enough

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?

I have a one-word theme for you for 2019. Clarity!

You’ve heard the expression, “A confused mind will not buy.” It’s true. A confused mind will not take action … be it respond to your messages, hire you as their advisor, follow your advice, etc. So, if you want to grow your business in 2019, it’s time to get crystal clear. Keep reading to learn how.