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,…
The #1 Reason Referrals are the best: Skipping to the Front of the Line In The Sales Process
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…
The Difference Between a Referral Partner and an Evangelist
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…
The Uncomfortable Truth About Reciprocity (or the lack thereof) in Referrals and Collaboration
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…
Stop Hiding Behind Email: The Real Secret to High-Value Referral Meetings
A client recently asked me how to set up a meeting with a key center of influence—a referral source who could truly move the needle for their business. Like many…
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…