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…
Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
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…
Are You a Sales Organization? If Not, You Will Struggle as an Advisor to Business Owners and a CEPA
Let me start with a question that makes a lot of advisors uncomfortable, usually because they already know the answer. Are you a sales organization? Not “do you sell.” Not…
From Test Drive to Turbo Boost: Why Referrals Are Even More Important for Ideal Client Acquisition in an AI World
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…
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 #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…