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…
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,…
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…
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…
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…
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…
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,…
Every professional advisor I know wants the same thing: quality conversations with the right people at the right time. The problem? Most of us end up meeting prospects late in…
In my Can I Borrow Your Car methodology, we explore the trust and responsibility behind every referral. When you lend someone your car, you aren’t just giving them transportation—you’re putting…
Reciprocity. It’s the unspoken currency of referrals and collaboration and the single biggest reason why most financial advisors and professionals fail to build a predictable referral pipeline. Let’s stop sugarcoating…
