The larger your book grows, the less room you have for taking on new clients that don’t “fit” your ideal practice to a “t”. The “Ideal Client Profile” (ICP) process allows you to identify specific qualities and behaviors found in the type of investors you really enjoy working with. This process will save you time [...]
2012 02 03

Just around the corner from my house are a few speciality shops catering to the residents in our neighborhood. Over the past six months, there's been a vacancy in one of them and each day as I walk past it on my way to my office, I've become more curious as to what kind of entrepreneur will rent that space. A couple of months ago, my curiosity was answered. A gentleman named Antonio rented it (he's from Italy) and his speciality is making chocolates from a family recipe he says, no one else offers in Sydney. He opened his chocolate shop with trays of his family recipe chocolate that he proudly displays as you walk by his shop window. Antonio has a great personality. Whenever you walk by his shop he's always smiling and offering a sample. You can see he is proud of what he does and LOVES his product. There's no doubt, he is very knowledgeable from his years of experience in his field. He even wears one of those fancy chef outfits that gives him a real authentic "chocolatier" look. The c ...

Last 10 Comments
• Andrew Cavanagh, Cairns Australia - 2/3/2012 - It's a sad fact...
  2012 02 01

So, do people prefer to be asked for referrals or not? And is asking for referrals the proper way to go about getting more client referrals? To answer this question, we need to look at another question: Many marketers debate whether people prefer to be educated or ’sold.’ I’ve never liked that comment, frankly. They argue that [...]
2011 02 11