Friday, October 9, 2009

Are You Leveraging Current Clients?

Are you where you want to be with your business goals? In Lack of Progress on Your Goals I wrote about how to get a handle on your goals at this time of the year. The first point I made was about getting prospects in your pipeline. The second point I made is that we sometimes don't leverage our current clients to help us reach our goals.

Sometime ago, I asked a client to look into his book and see how he could leverage the relationships he has with current clients. He said something strange in return "I've had these clients for awhile. I don't want to go down this path."

Of course what he really meant was "I don't think I'm worthy of receiving referrals."  Your current clients are a gold mine if you handle the relationships the right way. If all you've ever done is invite them into your office once a year, then you may not be worthy of referrals. If you pick up the phone and call your clients routinely to ask how they are and if they have any questions, you will be worthy of referrals.

If you take your client relationships deeper and take them out to lunch or to events then you will become the trusted advisor.  Jim (not his real name) has been attending a golfing event each day this week. He's taken a different A client to the event each day.  Do you think these five clients will think about Jim in a more favorable light from here on out?

How can you leverage your current clients to help you achieve your goals? I have no doubt that if you do, you will be better off.

Coach for Financial Advisors
Prosperity Coaching LLC

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