Six steps towards the perfect client base

CLIENT BASE

Nicola Brittain
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Having a client base made up of ‘ideal' clients makes networking easier and means an adviser is more likely to enjoy their work, according to one high profile business coach.

But how should the adviser go about creating such a client base? Adviser business coach and director of Elevating Your Business, Maria Marsala, provides six steps for advisers looking to do just that:  1 The client from hell The first thing to do is to create a list of attributes the client from hell would have, create the opposite list and burn the first part. 2 An imaginary approach Visualise yourself at networking event, in a room where you know your ideal client is. Imagine walking up to that person, introducing yourself and having an easy conversation with them. You talk a...

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