Knowing Your Clients

Knowing Your Clients

0 Comments

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

Getting Organized, Where do You Start?

0 Comments

clock-163202_640Invariably, when I am asked to coach a client to reach a higher level, to get unstuck, to achieve a new level of professional and personal performance, the issue of organization and time efficiency arises.  While some people are honest about their competency in this area, many are in denial. Some people may accept they’re inefficient, but are unwilling to embrace new methods of doing things. “I’ve always used a paper system and it’s served me well so far . . . I’m not changing now . . . and the infamous . . . I have a secretary who types, she can enter the information!”

Read More