Every now and again I have a call with a prospective client that is extremely frustrating. I just had such a call. He wanted to know if our processes worked better with existing clients or with some other form of prospecting. The reason he said this was important to him was that his existing clients […]

In a recent conversation, a successful entrepreneur revealed to me that he wasn’t satisfied with either the quality or quantity of referrals he was getting from his clients. He then asked me the question, “How can I improve on these lousy results?”As I often do, I answered his question with a question: “Have you given […]