The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,

Learn This “Secret” from Victoria

“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA (Certified Public Accountant) who had just started working with me.  “So, how can I help you?” “Well, the truth is, Sandy, that none of them have any money,” she confided. Victoria is 27 years old

Don’t Be EVERYthing to EVERYone…

To Whom Are You Offering/Selling Your Services? The wrong answer to this question is “I offer my services to everyone”.  Financial advisors and coaches who tell me that they help [all] people reach [all of] their personal, career, or financial goals do not understand a critical truth about 21st Century business: clients want to work with experts and specialists. If You’re Everything

NEEDY IS CREEPY!!!

A few years ago, my fellow coach, Rich Litvin, decided to try speed dating.  About a month after his first experience, he went to a second speed-dating event, where he ran into another guy who he recognized from the first event. “Did you get many dates from the first one?” the man asked him. “Three,”

As If Your Life Depended on It…

I pushed too hard the other day.  Or did I? I was trying to get Janis, a relatively new financial services representative who works at a branch of a large insurance company, to take the last available seat in my workshop program.  I had offered her help with the tuition, and she had committed on

CONNECT…BUILD RAPPORT…OFFER YOUR HELP

“I don’t want to cold call,” Robert, a financial advisor in Michigan who I’ve been working with, began.  “But I don’t know how to fill my time.” We were discussing Robert’s second career, which he has told me that he loves, but for which he just hasn’t been finding enough clients. “Let’s start with the

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

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

How NOT to Succeed in Business

I consulted last week with a financial advisor I’ll call Alex, who had two concerns: (1) He was feeling “overwhelmed”, and (2) he was not happy that his income was “inconsistent”.  2012 would be a great year for him, he told me, if he could only solve these two problems. I learned that Alex had

Slowww Down

“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