Ask for What You Need.

Let’s talk movies.  My father loved the “lone hero” characters played by Gary Cooper, who faced off with all of the bad guys virtually solo in the 1952 movie High Noon. To my dad, Cooper represented the idea that action heroes had to find their way by themselves.  Dad believed that strong, successful people don’t

DRAW Them a REFERRAL DIAGRAM!

“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

Your Need Is the Ugliest Thing

“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been the first to respond.  Her email had specifically addressed my request and was filled with enthusiasm, and she appeared to have experience in both of the areas

Are You “Recommendation Worthy”?

“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think of anyone.” “Maybe that’s true,” I suggested. “Do you have a value discussion before you get on the subject of recommending you?”

Start Building Your Practice with People You Already Know

If you need a plumber, would you prefer to hire someone you found in the local phone book, or someone your neighbor used for a similar problem and recommends highly? If you need surgery, would you prefer finding your surgeon through your research on surgeons.com or seeing a surgeon who performed successful surgery on a

“Buyer’s Remorse”

I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney.  At a recent event for alumni of my college, I met an alumnus, George, who had started a company with a partner and was looking for an attorney to help him with several matters on

KNOW Your Value.

“You want me to call up my previous clients, just to see how they’re doing?” my client Alicia asked me two weeks ago.  She was astonished that I would suggest something so forward. “Isn’t that unprofessional–or unethical?” she continued. “Do you care how they’re doing?” I asked her. “Well, of course I do,” came her reply. “Why, then, would

You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told

Jan 23 2014

DOWN with The Elevator Speech…

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