Right now, more than ever, the manner in which we deliver service matters.
 
We were on a call with a new Financial Advisor recently. She told us this story: She had contacted a very attractive prospective client, a high net-worth individual with a portfolio of several million dollars.
 
The prospective client explained that he already had an […]

If you do an internet search on “Success Circle” or “Personal Advisory Boards”, as they are also called, you will get an idea of how popular this practice has become. The concept is this: an entrepreneur creates a network of peers and / or mentors that will benefit his business through advice.
Everything has a way […]

I had a conversation with a fellow entrepreneur recently about documenting private information about clients. She was against the practice, and said she could remember crucial information about her most important clients.  I asked her if she had ever considered what her most valuable intellectual property was.  What might surprise you, as it did her, […]

We all want what is perceived as exclusive, a weekend at a luxury resort, a reservation at French Laundry, an appointment with a sought after professional… As an entrepreneur, you can create that same buzz by adjusting your style of doing business. Are you available to your clients at all times, and willing to accept […]

As we enter into uncertain market conditions, there is a tendency for many business professionals to deviate on their set pricing and fees out of fear of losing out on new clients.
Ultimately it’s your business and you live by the rules you set. However, allow me to outline my case for maintaining consistency.
First of all, […]

While Your Competitors Simply Try to Survive
For business professionals, a quality that separates the best from the rest is often revealed during periods of economic volatility. As counterintuitive as this may seem, top business people actually face uncertain times with anticipation while many of their competitors face it with apprehension.
The reason for this is simple. […]

At a recent seminar I did in Long Beach, an advisor who had recently adopted our recommendation process had tremendous success attracting referrals from his best clients. What he failed to do however is coach his newly referred clients how to make an introduction as well. As you know, someone who has been referred to […]