Bill Bachrach’s way of easily attracting more ideal clients:
"First create Your Ideal Client Profile.
"Think about who your best clients are right now, and what makes them so great. In what ways are they alike financially, professionally, or personally? What attitudes and aptitudes set them apart from others, and make them such exceptional, enjoyable clients?
"Write out your Ideal Client Profile. This description must be detailed and specific, for example:
* Is serious about personal financial success
* Has total household income of $75,000+
* Has investable assets of $350,000+
* Has important financial goals
* Eager to send me everyone they know who fits my profile
* Want an Advisor to whom they can entrust financial affairs
* Aren’t influenced by financial media
* Nice People
* Values my opinion and experience
"Your objective is to take on only those clients who match your Ideal Client Profile. Once you have written it out, you can figure out how many people, who match this profile, that you will need to meet your business development goals.
"Let’s assume that you need 100 ideal clients.
"1. On one piece of paper, print your Ideal Client Profile.
"2. On another piece of paper, list your present clients who fit your Ideal Client Profile. Don’t list all your existing clients; include only those who exactly match the profile (they must match every item on your Ideal Client Profile).
"Let’s assume there are 27 matches. So you need 73 more ideal clients.
"Your objective is to replicate the 27 who are already ideal. You are now absolutely crystal clear about how many, and the kind of clients you want. It’s time to talk to those 27 and see who else they know who are just like them.
"Your existing ideal clients are your replicators. You must simply give them a precise description (your Ideal Client Profile), and ask them for the names of people who meet it.
"Show your centers-of-influence your Ideal Client Profile to obtain referrals from them also.
"There is a fascinating dynamic that takes over once you’ve clearly defined what you want. Once you define the type of person you most want to work with and let your clients and colleagues know about it, you’ll start to see this type of person everywhere.
"It won’t be a matter of chasing down prospects to fill the slots; instead, you will easily attract and notice ideal potential clients.”
Bill Bachrach, considered by many as the financial service industry's top interview skills coach, has spoken 4 times at MDRT Annual Meetings, 7 times at FPA Success Forums, and 3 at MDRT Top of the Table. Many say his Values-Based Selling process is the top client-acquisition system in our industry. For more on it and other programs visit his site
Attract More Ideal Clients - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
 |
Related Businesses - Evan Elite Authors |
|
Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
