More Cards and Letters…
Over the last 10 years our other speakers, primarily Duncan, have had the opportunity to speak to about 100,000 people at various events across North America. So it isn’t uncommon to have someone tell us about their success they had after one of his talks. Often we hear about it years later.
One such circumstance arose the other day when I was speaking to a group of new investment advisors. At dinner the gentleman next to me explained that he had attended a talk of Duncan’s about 10 years previously. At that time he was an assistant to an advisor. He was surprised how as the talk progressed it went from the audience, as he said that knew far more than he did, went gradually from nodding their heads to eventually feverishly jotting down notes on what was being said. What he remembered when he left the meeting was that you need to focus on your best clients and give them the time and energy they deserve. After all if 20% of your clients generate 80% of your revenue then this group deserves 80% of your time. In too many businesses this just isn’t the case.
The other thing that he picked up on was provide your best clients with impeccable service and you will be successful in replicating them. Now this is pretty obvious stuff. But non-the-less, what he did with this was he took the information and convinced his boss to implement some of these strategies in a simple and straight forward manner. He set up a serious of events for the best clients and suggested they bring a guest. In a very short time her had increased the advisor’s business by 25%. Simple and easy but implemented. He didn’t over think it—he just did it. Not too many people would object to an increase in business of 25% in just a few short months. The only difference is execution of the task.
As I said, we hear these stories frequently. It doesn’t mean we ever get tired of hearing them. So next time you see us let us know or email your stories into this site.
Posted by David Miller in conversation with a new investment advisor