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

Don’t Forget the Most Important Person

If you’re like most people, you found yourself juggling all of the things you had to do this past month, including social obligations and gifts galore, and you may have left someone very important off of your list by mistake…YOU!  If you could have anything in 2014, what would it be?  And why don’t you

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,

Client Retention: They Changed Their Minds!!!

After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan for them.  The plan would specifically include some much-needed life insurance.  There was no doubt the mission was going forward! But a few days later, just

TEN TIPS for Boosting Year-End Numbers

With fewer than ten weeks to go in 2013, I’ve put together a list of the most effective ideas for my financial advisor friends to boost their holiday sales.  Even if you’re not a financial or insurance professional, I know you’ll find at least some of these ideas useful. 1.  Keep your schedule filled with

Did Your Prospect Make Her SECOND DECISION?

I’ve shared a good deal of information with you recently on being willing to brand (and speak up about) the special service experience that only you offer.  Consider this a prequel to all of that.  Good; so, you’re special!  But before we get into it… The last time you sat down with a prospect, you

STOP SELLING!

Are you aggressively selling your services and finding that few prospective clients—even those who are clearly in your target market—are buying? Or, maybe you’re struggling to find new clients because you’re afraid that if you reach out to people you’ll appear to be selling—something you just can’t bring yourself to do? STOP IT! “What is

Sales Skills for Financial Professionals: Powerfully Relate

Last week, we discussed the second of three basic yet essential skills that will help you get, and keep, more and better clients: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors At last, we’ve made it to the Third Skill: 3. The ability to

Sales Skills for Financial Professionals: Ask Provocative Questions

To be truly successful at getting clients, your passion for your work must be accompanied by Mastery of Three Skills: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors In this article, I’ll focus on the first of

What’s MY Value?

How are we doing? What are you getting out of our work together? Anyone in a business or professional practice should be asking clients questions like these on a regular basis. A sincere discussion about your value—and the places where you could give more value—can help you keep the clients you have already and obtain