Category: Get More Clients

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…

An extremely successful advisor, Jeff, said to me the other day, “If you are good at what you do, you can make money without focusing on a niche. However, you will grow faster and farther…

When I first started giving a lot of speeches on sales, motivation, and referral marketing, I often found myself traveling home on airplanes late at night.   I noticed that on these late flights, I…

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…

Over my 25 years of showing professionals how to acquire more ideal clients, I’ve heard it all and built an inventory of “out of the box” ideas that have proven successful.

As you read through these creative ideas, remember that ideas alone will not lead to an increase in your success. Only ACTING on these ideas will produce results…

Life is too short to not be a bit playful a good deal of the time. I know that that’s not true for everyone, but it generally works for me.

So, today, let’s discuss ways to inject a little humor into the client acquisition process. Here are 4 areas where you can have some FUN with prospects & clients.

We have all received emails and LinkedIn messages where it was obvious someone had just copied and pasted a generic note. If you want your electronic messages to be noticed, don’t make this same mistake! Click here for 5 easy tips to make your messages more relevant and personalized.

When you look at a client’s profile, you will see people with whom they are connected.

But how good are those connections? What’s the likelihood that you’ll suggest an introduction to someone and your client will respond, “I don’t know her well enough to make an introduction to her.” I’d say 50/50 at best.

But when you narrow your focus a bit, you’ll increase your results significantly.

I was reading some sales tips the other day and the author said “Selling services is selling an intangible. You can’t put it in their hands to hold or they can’t take it for a test drive.” Or can they? (Keep reading.)

While I agree that selling a service promise can often be more challenging than selling a product, there are a number of things you can do to make your service promise more tangible to your prospective clients.

Learn the power of using visual representations of your service model and providing prospects a “test drive.”

According to the IRS, roughly 39% of the wealthiest investors — those with assets of at least $625,000 — are women. In the affluent women’s market, there are over one million women with a net worth of at least $1 million. Females make over 80% of buying decisions. It’s no wonder that many financial professional aspire to capture their share of the growing affluent women’s market. If you hope to attract and retain more affluent women as clients, you better have a plan…