Renting vs. Owning: The True Cost of Your Marketing Relationships
I told you so. I've been writing about human networking for a long time. And this week, Richard van der Blom dropped a newsletter that basically confirmed everything I've been…
The Beauty of Business by Referral: Building Relationships that Matter
This week I want to talk about something that lives at the very center of who I am and how I do business: I want to talk about beauty. Beauty…
The Collaboration Tax
I had a conversation last week with two financial advisors at a firm in the Midwest. Both are CEPAs. One has held the designation for nearly five years. The other…
The $60 AI Planning Tool Is Not the Threat to Your Business…Your 1% AUM Business Model Is.
“The market is moving from seeing AI as a productivity booster to seeing it as a fee-killer,” said Sarah Miller, a senior fintech analyst. “If a $60-a-month AI tool can…
You Can’t Conduct an Orchestra Over Email
If you read last week’s post, “You Don’t Have a Growth Problem. You Have a Role Problem”, this is the part that makes some people uncomfortable. Because once you see…
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 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…
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…
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