“I’ve been at this for five years,” James, a financial advisor with a small solo practice, told me last week. “How do I get people to proactively send me referrals?” “Deserve them,” I told him. “But all my clients are already satisfied with my service,” he protested. “Satisfying your clients isn’t enough to turn them
A Guest Blog by Forrest Wallace Cato Today, I’m giving my weekly message over to Wally Cato, the acclaimed publicist and writer, who interviewed me, Tom Hopkins, and before his recent passing, Zig Ziglar. A longer article containing the following excerpts appears in the latest Insurance Pro Shop® newsletter. While our interviews were primarily focused on helping financial
I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up. “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them. Why, then,” he continued, “Do we keep making them?” Despite plenty of sales
You worked your way up to asking a client for a referral and, after a bit of squirming, you made the request…only to hear an evasive response: I can’t think of anyone. I don’t know anyone. I never give referrals. Let’s see how things go for a while. Everyone I know is already working with
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an early age. So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see
If you’re like most people, you found yourself juggling all of the things you had to do this past month, including social obligations and gifts galore, and you may have left someone very important off of your list by mistake…YOU! If you could have anything in 2014, what would it be? And why don’t you
