“I found a new way to talk with clients about referring me,” Ryan, a financial advisor, once told me excitedly on the phone. “I use a diagram! I’ll show it to you.” Ryan emailed me a little while later with this: Of course, I was interested, and I called him back right away to have…
“…And he was rich, yes, richer than a king And admirably schooled in every grace: In fine—we thought that he was everything To make us wish that we were in his place. So on we worked and waited for the light, And went without the meat and cursed the bread, And Richard Cory, one calm
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Beware the “BUT” Monster “I couldn’t make calls for new business this week like I said I would,” my client, Rick, lamented a few years ago, “Because you forgot to send me the chart you promised.” It was true. I had agreed to email Rick a “Master Sheet”—an Excel spreadsheet that could serve as a
“What do I have to do to get more of the clients I want?” Todd, an attorney who is trying to become an equity partner in his firm, asked me. “The better question,” I responded, “is who do you have to BE to get more of the clients you want?” Todd was, understandably, confused. “What
OVER-Deliver / UNDER-Promise Your client or customer wants to see a report as soon as possible. It’s almost impossible for you to have it ready before next Wednesday, but under pressure, you promise it to her by this Friday. “Why did I do that?” you ask yourself. Your intentions were good. You didn’t want her
Yesterday, my coach, Rich, called me with only one purpose. He wanted to tell me that I was doing well! We didn’t have a scheduled appointment. This marked the third time in our working relationship that Rich had called me simply to say “Great job!” or to offer his help. I’m telling you about his
