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Client Acquisition Tips from Bill Cates

How many times have you heard that using short stories in the client acquisition process is an effective strategy?  Probably a lot.  So, are you using stories? Have you developed a small inventory that you…

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When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…

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If “location, location, location!” are the prime rules of real estate, then “personalization, personalization, personalization!” are the prime rules of email. In this article, I share my formula for drafting the perfect email message to prospects, including the 5 parts that I believe every message must have in order to be effective.

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You might be wondering what Jazz has to do with your business. I used to be a professional musician, a drummer to be exact. As a drummer, my “feel” was for rock and roll. With…

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Backyard barbecues, boat outings, and sporting events are hallmarks of a fun summer.  You’ll be spending time with friends, family, neighbors and total strangers. Make sure you save the “Repellent” for the mosquitoes, not the…

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In-person event marketing and introduction events are coming back. If you are interested in meeting more affluent and wealthy prospects, then introduction events need to be a part of your toolkit. There are many high-level…

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How you receive and process the referrals and introductions you get from clients and centers of influence will determine if these potential advocates provide you with more. I call this process of receiving referrals and…

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While very few people agree on exactly what makes up a great case study, most will agree that they’re a great form of social proof that can help grab the attention of a new client….

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No one likes to have their ideas, recommendations, or proposals rejected. We work in an industry where rejection goes with the territory. From where I sit, it appears to be human nature to have an…

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REMINDER:  When people learn about you, they will look for you on the internet. Odds are the first thing they look at is your LinkedIn profile. While your profile may not convert them into a…

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