Updated: May 12, 2022
Ignore everyone else. They don’t care and they are not interested and you’re not only wasting your time, but you’re also wearing yourself out.
Don’t worry about finding new clients, worry about mattering more to the clients you have.
The mistake that many advisors make is spending too much time and energy generating new conversations, instead of focussing on those clients they already have, delighting them, generously contributing to their life’s experience and turning them into advocates.
Most of your clients would say nice things about you if you gave them nice things to talk about.
When you ignore your existing clients, you let whatever they felt was exciting about you die on the vine. They move on to the next big thing, and you fade into a commoditized service.
Want to get started?
Figure out what your client wants to do when all the work you’re doing for them is complete. What will they run off to do?
Now, this is the part that is hard because it requires your generosity. How can you help them today? What could you do today that would help them get a little closer to their aspiration?
What should they read? Watch? Hear? Think about?
What will separate you from everyone else is your ability to create value for your clients. Where do your clients look to measure your value? Where do you want them to look? What do you want them to ask?
Matter more. Do your job, then do what they need.