Know your Client
- Looking for Mr. Good Client
- The power of a good mission statement
- Going Fee-Based? - Telling your client you’ll start taking their interests into account might not cut it
- Twenty minutes and hundreds of thousands of dollars later
- Do you know what your clients expect from you?
- The art and science of introductions
- Enemy at the gate
- Who's the boss
- The risk of being too relational
- Maximizing Client Value
- When the client "just doesn't get it"
- The economics of building the brand
- The real cost of leaning on products to help you sell
- Mastering the seniors market
- Business is a losing game
- Meaningful events in your clients’ lives
- How do you become a trusted advisor?
- Your prospect’s subconscious routines for making decisions
- Trying to do it all can leave you with less
- When your expertise gets in the way