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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Finish this Year Well and Start Strong in January
Fall can be an achingly beautiful season, but it can also be a pressure cooker if you serve clients. In this last quarter of the calendar year, you need to finish well, regardless of when you close your fiscal year. At the same time, you need to prepare the foundations for a successful start of the […]
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Ten Questions to Ask Your Clients Every Year
A client of mine dodged death twice. The first instance involved serendipitously avoiding what turned out to be an infamous plane crash caused by a terrorist bomb. The second time had to do with a seemingly innocuous spot on his arm. It looked like a odd-shaped mole, and he ignored it. As the CEO of […]
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Your Week 14 Challenge: Become a Person of Interest to the C-Suite
This is your final challenge in the 100-Day Client Growth program. Congratulations on finishing! This week, you’ll work on becoming a person of interest to senior executives. To complete this week’s challenge, be sure to read or listen to Week 14: Become an Irresistible Person of Interest in It Starts with Clients (pages 217-228 in the hardcover version). What Is […]
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Week 12 Challenge: Create a Personal Promoter
I hope you’re enjoying these weekly challenges, and have been able to apply the clients-for-life strategies to growing your relationships. If you have any examples of progress you’ve made–client relationship successes large or small–please share them with me. I’d love to hear from you, and will confidentially highlight these examples in future emails. This week, […]
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Week 11 Challenge: Bring Big-Picture Thinking to Your Clients
I hope you’re enjoying these weekly challenges, and have been able to apply the clients-for-life strategies to growing your relationships. If you have any examples of progress you’ve made–client relationship successes large or small–please share them with me. I’d love to hear from you, and will confidentially highlight these examples in future emails. In Week […]
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Week 7 Challenge: Use Agenda Setting Strategies + a Bonus Video
In Week 7 of this challenge, you’ll use agenda setting strategies to make an upcoming client meeting richer and more effective. Be sure to read Week 7 of It Starts with Clients, “Anticipate and Agenda Set.” How well do you really understand your client’s agenda? I define a client’s agenda as their three to five most […]
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Week 6 Challenge: Free Up a Stuck Sale
In Week 6 of this challenge, you’ll assess a sale that is stuck or not moving forward at the rate you’d like, and identify actions you can take to free it up. Be sure to read Week 6 of It Starts with Clients, as it provides in-depth guidance on how to free up a stuck sale. […]
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Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach
One of the secrets to building clients for life is starting with the right clients. I lived in Italy with my family for four years, and I learned–similarly–that one of the secrets to Italian food is that the Italians always start with super-fresh ingredients. In contrast, It’s hard to make a delicious salad with rock-hard […]
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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs
Welcome to the 100-Day Client Growth Challenge. I’m excited that you’re joining many other participants around the globe for this powerful, 100-day journey. It will help you strengthen your most important relationships and grow your client base. We are in the midst of a very turbulent time. Remember, however–business development may slow or stop, but […]
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