Post on 26-May-2015
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Advisor Best PracticesLearning From Success
By Kevin PolandThe Renaissance Group
Kevin@RenaissanceConsultants.comFebruary 2011
©2011. The Renaissance Group. All rights reserved.
Today’s Topics
Clarity
Narrow Your Focus
Add New Clients
Mind Your Time
Catalyst
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Know What You Want To Accomplish
Most people run their business like they see a movie…
No idea how it is going to end
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The Work Required to Grow
Entrepreneurial
TechnicalManagerial
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Clarity• Think like an Entrepreneur
• Treat your business like a client
– Big picture first– Strategy– Specific Tactics: Implementation– Track and Measure Progress– Make course corrections periodically
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The Work Required to GrowPersonal and Business Vision
Strategy to Reach Vision
Implementation and Execution
Monitor & Course Corrections
Growth by DesignTM
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Narrow Your Focus• Too many clients
• Too many different types of clients
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Too Many Clients• At the heart of many of your challenges
– Can’t standardize – Can’t systematize– Complexity– Harder to delegate and train– Time issues– Harder to find more
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What To Do?
You nee to focus like a “LASER”
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WHO First• WHO:
– Do you like serving?
– Do you add the most value for?
– Presents the best opportunity?
– Has a point of entry?
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Narrow Your Focus
• Strategic Work = CHOOSE:
–Target market(s)
–Niche(s) / Segment(s)
• Create an Ideal Profile for each
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Pull the Weeds• Start with a current analysis
• Grade them
• Decide who to replicate
• Get rid of clients that don’t fit = “pull the weeds”
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Always Adding New Clients• Only ideal from now on
• Systematic way of adding clients:
1. Referrals
2. Direct targeting
3. In-Bound Marketing
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Dream 100 Strategy
Imagine what your life would be like if you only had 100 Ideal Clients?
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Niche Thyself• Focusing on a specific type of
client.
• Examples:
– Small Private Hospitals
– Association for Corporate Growth
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Easy Referrals• From Clients and Centers of
Influence (COI’s)
• How do you increase both?
• Focus – the more specific the better…this why you need to choose
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Referral Best Practice• Client Advisory Board
– How can we improve our service delivery
– Referrals to others in similar situation
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Direct Targeting• Multiple tactics
• Most of you are invisible to your target market
• Doing something proactive each month More Referrals
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In-Bound Marketing
Your Website
Client Referrals
Professional Referrals
Email Marketing
Direct Marketing
& Advertising
Content and Social
Media
Search(SEO)
Your CRM
Lead Conversion
Process
Build Your List
Educate…Educate…Educate
You need to create content
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Mind Your Time
• “It is hard to think when your hair is on fire.”
• Too reactive…feel like we are being thrown around by the rapids.
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Mind Your Time
• The most effective are in control of their time
• Plan all of your work
• Routines will set you free
• Use a Daily Prioritizer
• Delegate more
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Find Your Catalyst
• Can you accelerate your success?
• Most successful tend to have a catalyst:
–Mentor–Board of Directors–Study Group–Coach
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Coach as a Catalyst
“A good coach will make his players see what they can be rather than what they are.”
Ara Parseghian
Who is your coach?
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Action Items
Clarity
Narrow Your Focus
Add New Clients
Mind Your Time
Catalyst
Intentionally design your life & business
Choose a target
Pull the Weeds
WHO, then what
Have a plan
Live by a calendar
Increase your accountability
Get an outside perspective
Systematic action
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How Can We Help You?
• Growth by DesignTM Program
• Special Offer – a Business Tune-up
©2011. The Renaissance Group. All rights reserved.
Contact Information
Kevin Poland
phone: 813-636-9181
email: Kevin@RenaissanceConsultants.com