referral

A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with. I am talking about “prospects” from 6 months ago…or…

Getting referrals consistently is hard for most…but oddly enough it is also easy for many. Or is it? Lots of advisers say they get all their new business from referral, but when you dig into…

Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has…

Getting referrals on an ongoing basis from happy clients largely comes down to positioning for them correctly. Put some thought into how you will position the expectation, and when you will do it in your…

You want new business and new clients, right? When it comes to building an audience of influencers, advocates, raving fans and interested spectators who will all send business your way, it all begins with having…

Getting referrals is difficult enough for many, but to get the right referrals is even tougher. It’s always nice to get any referral of course, but it doesn’t help if we do get a referral…

Is it appropriate to be paying COI’s a share of your success from their introductions or referrals? Should you share fees or commissions in other words. Personally, I think not. However, it is just a…

One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually…