If you’re a successful professional advisor — whether you’re a financial advisor, CPA, attorney, M&A professional, investment banker, consultant, or coach — you already know this truth: as your career advances, you want fewer, better clients, not more volume. The most successful advisors I know aren’t chasing every lead. They’re focused on the right relationships, the right clients, and the right opportunities.
That’s why your marketing must evolve as your practice does. You’re not looking for everyone. You’re looking for the right ones.
Let’s get specific. To build a thriving, referral-driven practice, you must have a crystal-clear picture of your ideal client. Who are they? What do they value? What makes them profitable for your business?
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