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How to get more business from your existing client base


I know, life is busy – I get it.

So, to help you out, here’s a short video (less than 2 minutes) with one practical idea you can use in your advice business today that will make a difference.

I’ve also included the written version if you prefer to read it.

Give it a go – and make every minute count!

Today’s video is about a sneaky trick you can put into action to uncover hidden opportunities in your existing client base. 

Here is a tip for anyone who wants to get more out of the existing client base that you’ve already got.

Because you know that it’s a potential gold mine and chances are you’re not doing anything about it.

So, play a bit about a mind game on yourself and pretend that it’s a brand new client base that you’ve just bought.

I see advisers buy new client bases all the time.  And one of the things that is quite infectious is how excited and passionate they are about really trawling through and finding opportunities within that new client base.

I see their excitement to meet these clients and to really try and engage them and get them on-board.

I mean, why wouldn’t they?

After all, they just paid a price and potentially paid a premium to get them under their care.

So why then, after you’ve had your clients for a number of years, do you start to get complacent and stop getting this kind of level of excitement about exploring opportunities in your client base today.

You know there’s a lot of business owners that are out there looking for the new ‘fandangle’ you know, ‘shiny wheel’ or, it’s not a shiny wheel, it’s a ‘shiny object’ to try and get more new business in the door.

What about your existing clients?

What about tapping into them?

So try, and really take a step back, and think: If this client base, that I actually own today, was brand new and I just bought it, what would I do to try and get the most out of it and to try really engage with as many of these clients as physically possible?

And whatever you come up with, then do it with your existing base today.

Because you have paid for them, you pay for them every year.  That ongoing revenue you get is not a guarantee.  You’ve got to work for it if you want to keep it.

So, there’s the tip. It’s up to you now to do something with it and make it count.


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