7.Improve your network. I think networking is hard work and frankly I sometimes hate doing it. You need a lot of energy to meet with umpteen people in one room and say pretty much the same thing about yourself and your firm to all of them. I do however understand the value of a good networking party which is why I go to as many as my schedule will allow.
8.Follow up- I’m talking about on information and phone calls. I am amazed at the number of calls or literature that don’t have a follow up phone call. How do you know your mailer got to the right person or the right address? Are they interested in doing business with you? Find out!!
9.Listening is key- If you’re not listening to your client’s needs you will be doomed to loose them to your competitors.
10.Don’t make the same mistake your competitors made. Be sure to ask your prospects and new clients what mistakes your competitors made with their account. Trust me they will tell you. But don’t be foolish enough to make similar mistakes.