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Guest post by: Donald F. Pooley Become an Author

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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

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