On Sunday, I arrived in Germany with my family. This is my fourth trip to Germany, including a 3-month internship in 1991 (while I was still in college). I speak enough German to get by and am familiar with the culture and interactions. While I don’t turn down anyone who offers to speak to me in English, I generally try to blend in and act like a local. This is in complete contrast to our trip to Taiwan in 2015. There, I was stuck being a tourist -- I did not speak or read th

I just got off the phone with a prospect. This was the second time we had talked, and I knew from the start that she was unlikely to become a client (any time soon). She is just getting her business started and is still trying to fit all of the pieces together. So, we figured out some of the questions she needs to answer and she is now focused on answering those questions. The things we talked about were a good reminder of how challenging it can be to put all the right pieces

Do you know how much a new client is worth to you? When meeting with prospective clients, one of the first questions I ask is “How much would you pay for a new client?” And it is a question a lot of businesses have a challenge answering. Why is it important to know how much you are willing to pay to acquire new clients? This determines which types of marketing campaigns may work for you. Calculating the Value of a New Client To understand how much you are willing to pay for a

If you have kids who will be heading to college soon and you are interviewing financial planners, which response would be more appealing when you ask “why should I work with you?” We provide great customer service and build a plan customized to your family. We help families find money for college without sacrificing their current lifestyles or reducing the amount of money they are putting into retirement. Clearly, most people would pick option #2. However, if you ask most ser