Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
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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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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Nine Ways to Improve Your Empathy
Empathy is the ability to understand and share another person’s feelings and emotions. It is essential to building good relationships, both at work and in your personal life. People who don’t exhibit empathy are viewed as cold and self-absorbed, and they often lead isolated lives. Sociopaths are famously lacking in empathy. Conversely, someone who is […]
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Helping Your Clients in Extreme Uncertainty
I woke up on the Friday morning, October 16, 1987 in my house in London, having been kept awake half the night by a brutal windstorm that resulted in the closing of all financial markets—and a throbbing headache on my part. I checked my voice mail (no email in those days!) and discovered that my […]
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Seeking Job Security? You Need Enthusiastic Clients
Legendary GE CEO Jack Welch recently passed away. He once said, “Only satisfied customers can give people job security. Not companies.” I’ve taken the liberty of paraphrasing and updating this for my own readers to “Only enthusiastic clients give you job security.” Today, I would argue that “satisfaction” alone is not enough to build your […]
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