They signed your engagement letter. They paid your invoices. They even endorsed you on LinkedIn for your good work. You can relax now, they're yours. Client loyalty should be kicking in right about now so feel free to raise your rates and lower your...
Recent Posts
Step into that time machine in your brain and think back 5 to 10 years. Who made up your inner circle of clients, friends, and referral sources back then? Chances are, most of them are no longer as predominant in your life. Perhaps they moved away....
By this point, most adults with a child at home (or at heart) have seen Star Wars: The Force Awakens. During one of my favorite scenes, Han Solo asks Finn how he intends to infiltrate the highly fortified enemy base.
I know a lot of lawyers. But when I was out with friends the other night and one of them asked for a referral, John’s name popped into my head so I sent the business his way.
While the human race has made significant advancements in the last few centuries, I think we still have a lot of evolving to do. I’m reminded of this whenever I pull up to a stoplight and see the driver next to me texting. "What an idiot,” I think,...
This season you will encounter the usual personality types at the various holiday gatherings you attend: the Narcissist who subjects you to a merciless monologue about himself; the Complainer who can’t believe that the host chose this restaurant for...
Over the coming weeks you will find yourself at various holiday gatherings, either as a guest or a host. The social calendar will be busier than usual, affording an opportunity to connect with clients and referral sources you may not have seen in a...
Before you prepare to send out another batch of holiday cards this year, take a moment to consider why you’re doing it. For some, it’s part of how they express their holiday spirit. If that’s the case for you, have at it! Seasons greetings!
I’m declaring this “Share a Client Day.” Don’t worry—you don’t have to start splitting your fees with anybody. To honor this special occasion, all you have to do is follow these three steps:
Quid pro quo. Tit for tat. Even Steven. It’s the ideal. But we can’t always reciprocate when a referral source sends us a new client. Most of the time, we don’t have anything meaningful to send back to them at that precise moment, or they happen to...
