The story below is from an article (by Jay Abraham) that my coach and colleague, Rich Litvin, shared with me just the other day. I’m passing it on to you this week because it’s a great illustration of a concept every professional should understand. ___ A farmer wanted to buy a pony for his little…
“I don’t want to cold call,” Robert, a financial advisor in Michigan who I’ve been working with, began. “But I don’t know how to fill my time.” We were discussing Robert’s second career, which he has told me that he loves, but for which he just hasn’t been finding enough clients. “Let’s start with the
Throughout my years as a coach and sales trainer, I’ve noticed a sad but interesting phenomenon: Professionals sometimes fail on purpose. A few years ago, I asked a group of coaches who were attending the event at which I was speaking how many of them were there because they needed more clients. All 47 of
I’m not a big fan of the ‘elevator speech’, because it often leads to a cutesy, stilted, ‘salesy’ presentation of what we do. It’s confining, like the elevator it’s designed to be used in. I’ve been helping professionals for years to understand the importance and liberation of what I call their ‘audio billboard’. If someone
Burt, an independent financial planner who was already making a good living, was looking for a way to further increase his sales. With my coaching help, he started a marketing (“prospecting”) program that was based on my Client Magnet discipline, paying attention to the fact that clients are usually tuned to radio station WII-FM (“What’s
Tell the truth. Our clients may lie, but when we do, we risk losing trust–and them.
