Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Seven Relationship Lies—and Rules to Replace Them on Valentine’s Day
I usually write strictly about professional relationships, but today, I want to share seven Valentine’s Day lies—and the relationship rules to replace them. Our culture promotes many misleading ideas about what makes for successful personal or romantic relationships. Popular concepts like the need to “just be yourself” or “move on if your needs aren’t being […]
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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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Week 4 Challenge: Hold a Great First Conversation
[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 4 of this challenge, you’re going to improve your effectiveness at […]
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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 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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10 Causes of Client Attrition—and How to Stop It
Why Your Clients Are Leaving By Andrew Sobel Even firms that enjoy strong client loyalty and high levels of repeat business lose 20 or 30 percent of their revenue every year due to attrition. Some attrition is desirable. Some is unavoidable. But much of it can be prevented. Think about how much work it requires […]
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Five Powerful Steps to Grow Your Client Base in the New Year
Every new year, all companies face great uncertainties. But what is certain is that if you don’t grow your business, you will fall behind. There are of course times you need to shrink to grow, but that is a temporary tactic to enable future revenue and/or profit growth. In working with a wide range of […]
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