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Research shows that staff members who feel valued and prepared perform better, have a much greater retention rate and seek greater opportunities to contribute to the business. Those businesses that fail to properly train staff can have a full list of ills to tackle ranging from a revolving staff door to low productivity. So why […]
Training staff to do Step 1, Step 2, and Step 3, makes sense. Training staff to really CARE is a challenge. Yet, the more we show our prospects we care, the more they will “feel” it and want to work with us. And by the same token, the more we show our clients we care, […]
If the person writing your paycheck was dyslexic, and is repeatedly transposing numbers, you would check the numbers every pay period, wouldn’t you? Of course you would. Being paid $5200 is a lot different than $2500, isn’t it? Of course it is! Being acutely aware of your firm’s marketing key performance indicators is equally as […]
When is the last time you looked at your practice with fresh eyes? Too often, we lose sight of the little things that really matter when it comes to making a great first impression. If you have been running your practice for a while or you are just getting started, paying attention to the little […]
I was working with a client who has built a very nice practice for himself. However, he seems to consistently struggle with staff turnover and lack of company morale. Upon an exit survey from a key staff member, he found a rare moment of honesty. His staff told him flat out “you have no systems […]
Here’s an autobiography that I believe puts a fine tip on the point I’d like to make. Chapter 1: I walk down the street. There is a deep hole in the sidewalk. I fall in. I am lost … I am helpless. It isn’t my fault. It takes forever to find a way out. Chapter […]
Do you see your clients as magnets for referrals? You should. You want to be able to attract the kind of clients you know, like and trust and who already know, like and trust you. It’s fair to say there’s already a base of clients you are already doing business with who know you, like […]
Nothing quite builds loyalty and interest in your company like the Shock and Awe package. What’s a ‘Shock and Awe’ package, you ask? Let me tell you about the latest one I received one quite different than it’s likely you will ever send to your prospects. The other day, the FEDEX guy rang the doorbell […]
Email Marketing Tips One of the most effective techniques in B2B is email marketing but it does come with a number of unique caveats. While it can be extremely effective when it comes to increasing awareness, engagement and sales,if it is done in the wrong way it can actually turn people off. One of the […]
When I first started working with a Phoenix bankruptcy owner, he was tracking the success of his bankruptcy firm using an Excel spreadsheet and a Word document. He was putting in all the transactions by hand, setting up formulas to add, subtract, divide and so forth. While he ended up with a usable statement for […]
I have an exercise for you. I need you to take a vow. You know the kind where you put your left hand on a bible and the right hand in the air. I’m going to assume you don’t have a bible handy, so raising your right hand will do. Please recite this statement: My […]
So many times when I work with clients they think that in order to make a big difference in their practice they need to make big changes. Many times, that’s just not true. Here’s a story I originally heard from Larry Winget that makes my point. One day, when we lived back east, I was […]
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