When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after ...

While some businesses grow through brilliant integrated marketing strategies, others are able to maintain a high level of success mainly through word-of-mouth referrals. Personal referrals are serious ...

In the mid-2000s, I was a high school Latin teacher, and I loved it. I loved the rhythm of the classroom, the quiet triumph when a student finally grasped the logic of a complicated translation and ...

Call me Captain Obvious, but understanding your clients is critical to building a successful practice. (Yes, I know … “Thank you, Captain Obvious!!”) Two powerful tools that help achieve this ...

When someone seeks out a professional service, they’re searching for the provider who can best address their current needs and, hopefully, provide sustainable solutions going forward. Likewise, ...

"Ideal client" is a common term that can be rather useless in identifying the best companies for your book of business. That description typically starts with the number of employees, and while ...

For the vast majority of advisory firms, strong organic growth is a top priority, but how do you ensure that your firm has a singular vision when it comes to attracting ideal clients and their assets?

Identifying your hot and buying ideal client is the fast path to design success. You can stop spinning your wheels trying to be all things to everyone and focus on those clients you enjoy the most.

Does your actual law firm target audience – the people you’re currently reaching – represent the ideal clientele you want to attract? With so much going on in digital marketing, it’s easy to get ...

An Ideal Client Profile is a snapshot of who you serve best and why. It consists of core demographics and identity, aspirations and desired outcomes, pain points and problems, decision-making drivers, ...

A few weeks ago, I did a post on identifying bad clients and knowing when to fire them. In the emails and comments that followed, many of you mentioned the flip side of the coin - building a business ...