Knowing Your Clients

Knowing Your Clients

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The Total Practice Review provided you with an overview of your business by looking at; production, assets, clients, how you feel about your business, your quality of life, and where you’d like to be in three years, two years, one year along with some specific goals for the next 30, 60 and 90 days. So the overall landscape has been assessed, and some direction and action steps have been established.

Now we’re going to look closely at one of the most crucial elements of your business. portf3Knowing your clients.

It sounds like a fairly basic and simple concept and yet so many financial advisors, and other business professionals too, seem to overlook it, or don’t fully grasp it’s significance. Typically, they work so hard at identifying and closing a piece of business, which at it’s root is an individual or group they’ve gotten to know, and then once closed, they move on to the next potential conquest.

What they don’t seem to fully understand is that this new client has a wealth of information about themselves that is still unknown. And surrounding these new clients is a treasure trove of contacts, experiences, people and potential that is being left untapped.  Read More

The Total Business Review

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At the outset of any planning initiative it’s imperative to get a clear understanding of where you want to go, and where exactly you are today (the brutal facts). Most people have some ideas on where they want to go, however the difficulty seems to be facing the reality of their present situation, and determining the sequence of actions necessary to accomplish the journey.

If we begin with the question; what do we want the outcome to be, what do you want your business to look like in three years? And, once the three year goals are somewhat clear, where do you need to be at the end of year two, and year one?

Then if you go back to the brutal facts question; what does my business look like today, you’ll come face to face with the differences between your current present, and your desired future.

So let’s get some numbers on paper, so we can start the process.  Read More

It Didn’t Occur to Me!

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ballons-228827_150Have you ever noticed how often in a conversation with someone; family member, friend, business colleague, that a new thought, or way of looking at something occurs to you?  These ahahs don’t reveal themselves as much when we’re thinking something through on our own. Certainly there are instances when the other person’s point of view or input are not in alignment with our own, but if we suspend our view for a moment, something of real value may come through.  We all have our own unique history, experiences, knowledge and skills and we tend to look at issues through the prism of our own beliefs.  How much richer would our lives be if we embraced some of these ahahs and were open to a new perspective.  So instead of rejecting a different view, consider thinking “that hadn’t occurred to me … that’s interesting, let me consider it”.  I have a client who has a couple of sayings. One is: “it’s hard to have an intelligent conversation with yourself”, and “my OCCUR muscle works better when I’m talking to you”.  Collaboration can produce some amazing outcomes! Read More