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Client Acquisition Tips from Bill Cates

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…

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Some clients will recommend you to others but may fail to actually introduce you.   Advocates, on the other hand, will not only recommend you, they will make sure you get connected. They will hound…

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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…

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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…

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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…

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Even referral prospects can give you the brush off, if you don’t approach them properly.   What follows are a few things you can do to minimize the chances of getting their knee-jerk reaction brush off:…

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Your prospects and clients can’t read your mind. If there’s an action you want them to take, tell them. Wishing and hoping is not a good plan.   Every good marketer will tell you that…

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When coaching a financial advisor in British Columbia, one of the first things I had him do was check in with his clients using our “Value Discussion” concept.   Not only did he receive great…

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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…

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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…

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