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Client Acquisition Tips from Bill Cates

One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?” On the far-left side of a horizontal line he’d write the letters TW….

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My job is to make your job easier and more efficient. Especially when it comes to client acquisition. So, I’m always looking out for ideas to share. Some of these ideas are big strategies or…

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Shall I start with stating the obvious? Because your prospects are busy and inundated with marketing-message overload, they have set up barriers to reaching them. Gaining their attention has never been harder. So then, the…

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One of the biggest obstacles to turning a prospect into a client is inertia – the inertia of the prospect. Sometimes, making a change can be hard for them. They may keep their head in…

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Have you been told that you need a way to differentiate yourself from your competitors … and without a strong differentiator, you won’t stand out? Have you been told that this lack of differentiation will…

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Do you ever forget to ask for referrals/introductions? On coaching calls and webinars, this is a very common question. Deciding not to ask and forgetting to ask are usually two separate things. Sure, you can…

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A couple years ago, after a speech, an advisor came up to me and said, “I’ve been in this business for over 20 years and I can probably count the number of unsolicited referrals I’ve…

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The term “Survival of the Fittest” was coined by Herbert Spencer in 1864. The biggest misconception that people hold around this concept is that “fittest” means strongest or fastest… that one species survives because it…

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I have discovered three words that have made a huge difference for me in ALL aspects of my life. These three words can help you with any objection, from anyone, about anything. With one caveat,…

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During this pandemic, quite a few advisors are expressing frustration that it is taking longer to convert prospects into clients. How about you? Taking longer? About the same? I decided to do an unscientific study…

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