HAPPY THANKSGIVING! I wrote most of what I am recounting here in REACHING… four years ago. When I looked at this story again today, I found there was more reason than ever before to share it with you and the rest of my e-letter family. Nineteen years ago tomorrow, my Thanksgiving dinner was nothing but
Marie is an advisor, but she has not been making much money at it. She wanted coaching to do better, but she didn’t feel she could afford it. Last month, Marie took on an additional job as an account manager for a printing services company, and decided it was finally time to contact me and
A Case Study One of the problems I often find myself helping clients with is how ineffectively they are spending their time in their business or practice. My clients tell me that I’m pretty good at catching them in the act of working hard, but doing the wrong work. It’s a coaching task: pointing out
“I saw an old client last night in a tavern over a burger and beer,” a financial advisor I’m working with told me. “He picked the spot.” “One hour of life talk and B.S. and a laugh or two—plus five short minutes of business in the parking lot at the end—and I sold him $4,000
In my book, Become A Client Magnet, there are two chapters devoted to a fictional Sales as a Martial Art class, wherein the wise old blind Master is enlightening the Young Professional. During one of their interactions, the two discuss the Four Swordsmen of Client Service: Respect, Empathy, Action, and Communication. When all four are
Okay, so you might be the world’s most interesting person. But the prospective client you’re meeting with wants you to be interested in talking about her and her issues, not about you or your firm. Imagine you injured your arm, that it appears to be broken, and that you have been referred to an orthopedic surgeon. He
