Mastering the 80/20 Rule in Referrals and Client Acquisition
I've been diving into 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More by Perry Marshall. Actually, I’ve been listening to Audible and bought the hardcover…
How to Identify and Cultivate Ideal Clients in a Referral-Driven Financial Practice
Why are ideal clients so critical to the referral process for successful advisers? Here’s the deal: The one downside of the referral process is that it relies heavily on interpersonal…
Become the Obvious Choice: The Quantum Leap Strategy for Ideal Client Growth
I help financial advisors, CPAs, attorneys, insurance agency owners, and consultants build referral-driven practices with more ideal prospects than they can handle. In this edition, I’ll share insights from my…
Effective Ideal Client Acquisition That You Love—No Matter Where You Are in Your Career
Whether you’re just starting out or you’re a seasoned, successful advisor, the realities of client acquisition remain both deceptively simple and deeply complex. I’ve spent my career helping advisors like…
Why You Need Fewer Prospects Than You Think (If You’re Using Referrals the Right Way)
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…
Evolving Definitions of Ideal Clients: A “Can I Borrow Your Car?” Perspective
Advisors, This week, I want to challenge your thinking around the concept of the “ideal client” — a term that’s central to my Can I Borrow Your Car? referral methodology.…
Are You A Safe Driver? Navigating Collaboration With Other Professionals In The Exit Planning Process
As we wrap up the 2025 Exit Planning Institute Summit — where I’m honored to be the 2024 Member of the Year — I want to share some key insights…
Charismatic Collaboration
This week’s newsletter comes to you from Port Charlotte, Florida, where I’m attending the 2025 Exit Planning Institute Annual Summit. As always, my mind is on collaboration because after connecting…
Simplifying the Referral Process: A Strategic Approach for Financial Services Leaders
Are you ready to fill your sales funnel with more high-quality potential clients than you can handle — while loving the process and building a business that thrives on referrals? …
How Hard Are You to Introduce?
Let’s get straight to the point: Do you understand one of the most uncomfortable truths about predictable referrals for serious professionals? Here it is: the more difficult, the more effort,…