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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.

9 Techniques for Developing New Ideas for Your Clients

By Andrew Sobel Clients say they want new ideas from their advisors and suppliers. But how do you come up with those new ideas? Read on. (Note: this blog is excerpted from my new book, It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue, from “Week 11–Be a Brilliant Big Picture Thinker”). […]

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What are the best questions to help start a new relationship or conversation?

By Andrew Sobel After a recent live interview that I did with my friend and bestselling author Dorie Clark, a listener wrote in and asked this question: As an introvert I would love to know from Andrew what are the top three opening questions that he recommends to start a relationship/conversation? It would be poor […]

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Is Virtual Selling Really Different? Here are the Facts

By Andrew Sobel In the last few weeks my inbox has been bombarded with articles about how you need to dramatically change your business development approach in order to sell in a virtual environment. Puzzling Headlines I’m actually a little puzzled by all these headlines. My own client development strategy is based on two pillars: […]

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Finding New Opportunities in a Shrinking Market (It Starts with Clients–Part 3)

In most areas of the economy, fundamental demand has shrunk. Some markets have actually grown (videoconferencing and eLearning, anyone?), and a few large ones have evaporated (retail, travel). Are you doomed to sink to the level of the average decline (or worse), or can you find or create new opportunities to help your clients and […]

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Week 3 Challenge: Gain Access and Set up Meetings

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] In Week 3 of this challenge, you’re going to begin a systematic outreach […]

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Week 2 Challenge: Get Recognized

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] Which comes first–recognition for being really good at something, or relationships that lead to your being […]

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Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] One of the secrets to building clients for life is starting with the […]

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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs

[Please note: this article, and the rest of the articles in this series, together constitute the 15  emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] Welcome to the 100-Day Client Growth Challenge. I’m excited that you’re joining many […]

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