< “Seven Ways To Be An InValuable Resource” by Ron Karr
The Negotiator Magazine

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6. Monitor Client Wants and Needs at All Times
The principles involved in positioning yourself as a resource for prospects do not disappear once he or she becomes a client. You should be a resource at all times, not just when you are trying to sell a particular investment or strategy to your clients.

Existing business can and does provide even greater sources of revenue. Their loyalty to you and dependence on you as a resource -- as well as your loyalty to them and ability to focus on their wants and needs -- can result in profits for both of you. And they can also be a resource for you. If they're happy with the service you provide, they'll talk about you to others; and new business will definitely appear!

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July 2006