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Reaching The Unreachable Referral

THE ISSUE: Someone you’ve been referred to can’t be reached and isn’t returning your calls.  Nothing else can happen until this is done.  It’s frustrating.  But, it can be addressed. THE INSIGHT/S: Assume your referrals are distracted and self-absorbed.  Why?  Because they are!  Consequently, ‘breaking through the clutter’ won’t be easy unless you can appeal to what they perceive […]

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Does Networking Make You Feel D-I-R-T-Y?

Granted, the title sounds a bit naughty, doesn’t it?  But it’s true! The prestigious Harvard Business Review recently published an article that validates this is, in fact, true. This particular article originated from a 2006 study in which the researchers demonstrated a direct connection between moral purity and physical purity.  It’s actually called The Macbeth […]

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3 Keys To Increased Growth for Your Practice in 2015

OK.  It’s January.  Almost February.  And, if you’re like many advisors, visions of lofty goals for growing your practice in 2015 are still dancing in your head like sugarplum fairies were in December, right? In this post, I’d like to share three basic opportunities that, if used properly, can really help you grow your practice.   I’ll […]

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Building Your Practice Network — Part 1 of 2

I was approached by a young man who recently switched to financial planning after a career in graphic design.  He said, “I’m learning the technical side of financial planning through my company and CFP studies. But I’m not finding a lot of detail on how to build a productive professional network.  Do you have any suggestions […]

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4 Factors Behind Marketing Failures

Yesterday, I had the pleasure to be invited to do an ‘Ask The Experts’ call with Colleen Ferrary, President of Small Business USA. Colleen and her organization are dedicated to helping small business owners access resources that help them succeed. On our call, we discussed a number of factors that both enable and dis-able the […]

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Your Contact Network IS a Money Tree

The more people who ‘know, like and trust’ you, the better.  But do you really know why? It centers around the value of building a network of ‘raving fans’ — people who know, like and trust you. Doing that is not only easy, but motivational as well. Your Network IS a ‘Money Tree’ If you’re a solo-practitioner, there’s […]