Create a Vision Statement
4. Have a written vision statement for your business, which you rehearse and communicate to your clients. All of your ‘A’ and ‘B’ clients should know that you are open to taking on the right new clients.
“George, I wanted you to know about a decision I’ve made regarding my practice and how it impacts you. I want to spend the maximum time possible serving my clients like you. As you may realize, I always need to consider adding new clients, but want to do it in a way the keeps me focused on my clients. As you may also realize, most people would prefer to meet their financial professional through an introduction from someone they already trust. In fact, that’s how we met. So, when my clients introduce me to others, I can focus on client service above anything else. Does that make sense? (Yes.) So, if you ever get a sense that there is someone you think should know about the work I do, let me know and we’ll see if an introduction to them makes sense.”