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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
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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The Power of Authentic Generosity to Strengthen Relationships
Grow your relationships with the high-octane fuel called Generosity Today, we are called to be generous in ways that are uncomfortable and stretch us. The current crisis is affecting everyone, although some are being impacted more than others. It raises many questions—for example: How can you be generous with your clients, even when they can’t […]
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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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Tomorrow’s Client Meeting Starts Today: 14 Questions to Get You Ready
A client meeting doesn’t start when you walk in the door and say good morning to your client. Rather, it begins a day earlier, as you mentally prepare and reflect on how to make that meeting a success for both of you. Too often we are preoccupied with ourselves: with a key message we’re trying […]
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6 Reasons Your Client Says “I Don’t Have Budget”—and 16 Ways to Get It
Combating Your Clients Number One Excuse “We don’t have the budget for this” is a phrase anyone who works with clients has heard many times. It’s one of the four fundamental objections in sales, which are: No need (“We just don’t need what you have to offer.”) No urgency (“It’s interesting, but the timing is […]
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Have You Captured all 3 Levels of Client Relationship Potential?
A tale of blind hubris A client of mine implemented an account planning process and asked all their partners to estimate their current share of each client’s business. Sometimes, this metric is referred to as “share of wallet,” although I dislike that term because it sounds like you are stealing the client’s wallet rather than […]
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