Gratitude and Reflection: A Thanksgiving Message
Thanksgiving always sneaks up on me. Every year, I tell myself I’m not going to write the typical holiday newsletter, and every year I end up writing one anyway. I…
From Test Drive to Turbo Boost: Why Referrals Are Even More Important for Ideal Client Acquisition in an AI World
The shift has already happened. Buyers are moving from search behavior to answer behavior. This shift will keep accelerating as AI becomes the primary way people look for information and…
Navigating Sales in an AI-Driven Marketplace: The Power of Referrals
Let’s be honest. None of us really knows how sales will evolve as artificial intelligence becomes part of everything we do. We don’t know which algorithms will decide which advisors,…
The Most Human Company Wins: Why Referrals Matter More Than Ever in the Age of AI
Let’s get right to it. We’re standing on the edge of a massive shift in how business is done. Artificial intelligence is now part of every client’s daily experience, personally…
The Dichotomy of Sales as an Owner
After finally catching up on sleep, there’s a fresh sense of clarity and readiness this morning. Let’s get straight to what matters most for owners of professional services firms, whether…
Mastering Ideal Client Acquisition for Owners of Professional Services Firms
Ideal client acquisition is the only sustainable growth path for serious professional advisors. Let’s be honest…you are already successful and for you to personally invest time in business development it…
The Importance of Continuous Prospecting in Professional Services
Every advisor learns this lesson eventually, some the hard way. Recently, I relearned it myself. For several months, I’d been holding a spot for a potential client. We went back…
Navigating Marketing in the Age of AI: Understanding Your Two Customers
I’ve been reading Mark Schaefer’s new book, How AI Changes Your Customers: A Marketer’s Guide to Humanity’s Next Chapter. It’s a powerhouse read because, whether we like it or not,…
Authenticity in Faith and Public Discourse
How long are you going to fake it? And do you really think it’s working? I don’t think I’m all that different from most people on social media, torn between…
The Synergy of Disciple-Making and Referrals
One of the biggest challenges I see, whether in the church or in the business world, is the tendency to settle for addition when what we need is multiplication. Yesterday,…
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