Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
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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Empathy Costs Nothing but Is Priceless
Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that enables us to walk in the other person’s shoes.
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Now Is the Time to Build Your Level 3 Relationships
The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones are separated from each other because of stay-at-home orders.
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19 Techniques to Create Powerful Client Conversations
My newest (and ninth) book was released today in hardcover–It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue. It’s already number 1 in Customer Relations and number 2 in Business Consulting categories on Amazon.com. It’s my “capstone” book on building clients for life as a trusted advisor–the culmination of 25 years […]
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