Today I want to give you some pointers on how to lose clients. Losing good clients is relatively assured if you follow these simple directions: 1. Avoid regular communication. Make sure that you never let clients know what the status of their case is. Don’t proactively report to them on a regular basis, whether you’re…
Your good client, Joan, has referred you to her friend, Marie. You’ve arranged it so that Marie is expecting your call. You make the call…and don’t get the appointment. Maybe you’re making one of these three mistakes: 1. You opt for asking “How are you today?” before identifying your connection to Joan. This is what…
In the E-Myth Revisited, Michael Gerber talks about the fat man and the slim man, both of whom reside in the same body. While the slim man is in charge, that body is exercising and eating right and doing healthy things. But one cold and rainy morning, when the body gets up to do its…
One of the biggest challenges the advisors I work with bring to me is their terror of asking clients to introduce them to their business associates, friends and family members. I’ve been present during appointments where a financial advisor asked a client, without flinching, for $500,000–and received it. that same advisor, however, could not muster…
