Resolve to Know Your Best Clients Better

Now that you've identified your worst clients, fired them, and stopped taking more like them, you can now focus your time and energy on building your practice doing the kinds of things you like to do for clients that you enjoy serving.

And the first step to take is to get to know your best clients better.  Identify your seven favorite clients, past or present.  Take them to lunch or dinner in person (or over the phone) and get to know them. 

Make your time together about them. Tell them they're one of your favorite all-time clients and you wanted to catch up.  Learn about their plans for the new year and the challenges they're facing.  Talk about their family and hobbies.  Find out about the charities they care about and the professional organizations they belong to. 

But don't stop there.  The more you know about your clients, the better you'll be able to serve them.  A great list of things to could/should know about your clients is the "Mackay 66" (pdf download here).

And at the end of each conversation, don't forget to ask:

How do I find more clients like you?

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