Change How You Generate Business and You Will Never Look Back

Not every firm will be great, but any firm can be.
It’s your choice.

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May 20, 2021
How to Tell a Story that Attacts Great Clients

There are few things that connect you to potential clients as powerfully as a Great Story. Great Stories help you build trust fast so you attract more and better business, and close it faster. And yet, in their efforts to tell stories, most people get it wrong. Here's how to take your business development stories from zero to hero.

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April 26, 2021
Thriving in the Post-COVID Economy

With vaccine rollout in full swing, is it OK to talk about getting back to business? The people hardest hit by the shutdown are the ones for whom recovery is most important. When your business thrives, everyone benefits.  Your clients. Your employees. Even those who lost their jobs in the shutdown and now need new […]

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April 15, 2021
Which Comes First: A Great Team or Customer Success?

A great team doesn't guarantee great customer experiences. It's not that they don't care. "Greatness" is defined in terms of the team. The customer experience should come first. 

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March 18, 2021
Give Your Business a Boost with a Growth Roadmap

Improving your client's business is a great outcome. Speed the selection process as well and your clients will thank you with less haggling and more loyalty. It all starts with seeing your firm the way your clients see your firm.

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March 18, 2021
Your Best Clients: Source of Dopamine

Think like your Best Clients and get a dopamine hit.

Dopamine is a neurotransmitter.  The reward center in your brain releases dopamine in response to pleasurable experiences. It is closely linked to motivation. Dopamine helps us strive, focus, and find things interesting.

When you deliver on a challenging project for a client, you feel good because your body releases dopamine as a reward.

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March 10, 2021
You're Different? So What?

Struggle with differentiating your firm when others look and sound like you? Please, stop telling me how you are "different." Trust me, I speak for your clients. We don't care.  A little background.  Topic at my #ProVisors meeting today was telling Financial Advisors apart. It was a good presentation and by traditional standards they did […]

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March 4, 2021
It Takes Courage to Get to the Next Level

Seizing business opportunities in the current climate of unknowns requires courage. That is, unless you have confidence in your new priorities.

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January 26, 2021
Create New Rainmakers with a Repeatable Process

If your firm's top rainmaker got COVID or walked out the door, would your firm survive? While lead generation and content marketing programs are attempts at creating a repeatable process, they don't replace your rainmaker.

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January 20, 2021
The Client Question You Should NOT Answer and Why

An investment advisor took a piece of lunchtime advice from me, and closed a $10 million client. A few days later news of a Stanford study on negotiation landed in my inbox echoing the same themes.

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January 19, 2021
"What Will It Cost?" The Question Professionals Dread

"What will it cost?" is the question lawyers, consultants, and financial professionals dread the most.  Here's an approach that will help you close more business at higher rates.

The first thing you must do is break the bond between billable hours and impact on the client's business. (You can still charge by the hour if you wish.)

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Clients call Bruce La Fetra The Client Whisperer. You attract more of your Best Clients when you think like your Best Clients.
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