Sacred Cows and How They Hamstring Growth and Profit
The unholy power of ‘sacred cows’ on financial services practices. If I had a dollar… For every owner of a successful financial services firm that told me they couldn’t change…
Why Should They Meet You?
Why Should They Meet You? Reframing Client Acquisition
Hey there, financial advisors and wealth managers! It's your trusted friend and author of Can I Borrow Your Car? here, ready to dive deep into the world of ideal client…
Why Should I Refer You? Podcast: George Sandmann
In our latest episode of our “Why Should I Refer You?” podcast, my friend George Sandmann joins me to discuss the intricacies of referral marketing, the importance of being a…
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‘Tis the Season: The Glorious Power of Networking in December
I love December. It is my favorite time of the year to do some really deep networking. When I was in outside sales, many moons ago, I used to hate…
Why Should I Refer You? Podcast: John Lusher
When your marketing guy is a close personal friend and business associate, it makes the relationship more enjoyable, and provides a level of trust that you need when you are…
Why Should I Refer You? Podcast: Tina Corner Stolz
My book, Can I Borrow Your Car? is about referrals and asking the question: are you referrable? That question is one of the main reasons I wanted to have Tina…
The Power of Referrals: Why We Should Embrace a New (Ancient) Approach to Business Growth
In the world of professional services, particularly for financial advisors, the way we grow our businesses is constantly evolving. Yet, many of us cling to outdated methods, not because they're…
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How Big Companies Can Sell Small And Win Ideal Clients
This is part 1 of a two-part series on sales and the referral process. Next week will be on the opposite side of the ledger, so to speak. When looking…
wall construction from expanded clay blocks, applying mortar with trowel
The Critical Importance of Structure in a Referral System
Last week I was out of town installing the foundation of my Predictable Referral System based on my “Can I Borrow Your Car? How Successful Financial Advisors Grow Their Business…
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Why Don’t Financial Advisors Trust Referrals?!?
Referrals are more important than ever. This article was first published by me in January of 2021 and it is even more relevant now than back then. I think most…