BUY HER A GIANT GUMMY BEAR

Magic happens in your career when you stop trying to call and drop in on anyone who might be breathing and have a few dollars, and start, instead, to take extraordinary care of your existing clients. I’ve been working with Bryant, a financial advisor in New York, who has been “just getting by” for nearly

Magically REACT

Several years ago, I appeared as a guest on the BlogTalkRadio program Greenpath to Wealth, hosted by Coretta Fraser.  At that time, I shared my Seven Strategies to turn yourself into a Client Magnet.  At least one listener from among my e-subscribers, Barbara, had questions that never made it onto the program.  But I’d like to

Don’t PLEASE People; SERVE People

In his recent Harvard Business Review article, “The End of Solutions Sales,” Matt Dixon reported the results of a study of 20,000 salespeople around the world.  The study grouped salespeople into five distinct profiles: 1. Challengers: These are salespeople with a provocative point of view that they’re not afraid to share with a customer.  They

Which Pony Would YOU Buy?

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

You Lost Me At “Hello”

I was calling an accountant client of mine—we’ll call him Bill Peterson.  The phone rang seven times, so by then, I was expecting his voice mail.  Instead, I was greeted by an unhappy, bored, stressed-sounding female voice. “Mr. Peterson’s Office,” the voice grumbled crankily. “May I speak with him?” I asked politely. “He’s busy right now,”

Don’t Ignore Referability

Last November, my mother received a well-written letter from a law firm offering to represent her in a tax appeal, which might bring about a refund of some of her real estate taxes.  A simple “Attorney Representation Agreement” and a return envelope were enclosed. My mother, who understandably defers to me on legal matters, asked

Too Bad; NOW You’re A CLIENT!

Recently, I was reminded of an old allegory about a man who dies and goes to Heaven.  Finding the venue a little dull, he asks if he might be allowed to explore the “Other Place“, and is permitted to go there for a brief visit. Upon his arrival down below, the Devil shows him a

SERVE Your Clients, or SOMEONE ELSE WILL.

There was a salad restaurant near my old office that I used to frequent for lunch.  The owner, Frank, was a hard-working, service-oriented man.  His staff would mix the salads to order, putting in grilled chicken, or pasta, or whatever else you might want.  Customers were always greeted with warm smiles. Frank eventually opened a

The BEST Advisor in Illinois

No, I don’t plan to share an opinion here about who the best advisor in Illinois is, but I wanted to make this point: Most of us know how to meet prospective clients, talk to them, and have them retain us, but the what we do is not a problem.  The problem is who we

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