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A TALE OF TWO ADVISORS
A favorite hypothetical of mine: Let’s imagine two professionals in the same field. We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the...
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SERVE, and Grow Rich
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an...
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DOWN with The Elevator Speech…
I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up. “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to...
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Put Referrals on Your Agenda
A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his...
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You Can’t Count the Time You Spend Washing Socks
Many professionals complain about the long hours they work. For some, at least, all those hours are being compensated. These professionals are moving and shaking because they want to make as much...
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“Buyer’s Remorse”
I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney. At a recent event for alumni of my college, I met an alumnus,...
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Start Building Your Practice with People You Already Know
If you need a plumber, would you prefer to hire someone you found in the local phone book, or someone your neighbor used for a similar problem and recommends highly? If you need surgery, would you...
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Make Referrals About THEM
Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help. “What are you afraid might happen if you...
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Your Need Is the Ugliest Thing
“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been...
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Don’t PURSUE Clients, ATTRACT Them
Do you pursue clients, or do you attract them? While both methods of finding new business work to some degree, finding the right prospects through attraction is a lot more fun and–for professionals and...
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