Congratulations! You’ve invested time and thought into determining the type of clients you want to work with. Your niche is set. You're so far ahead of all the other financial advisors! Great going! You’ve created your Ideal Client Profile using demographics, technographics, psychographics and geographics. You've checked out your assumptions. You've also created a five high-priority question list to ask prospects in a discovery interview; these questions are designed to learn if indeed you're sitting across from an ideal client (or a prospect from hell). You are one of the proactive advisors who “gets” the importance of focusing your time and talents on the best type of client for your business.  You've also set yourself apart from other

The goal of this article is to provide you with enough of the benefits of niching and to kick your main concern, "but I'll lose clients" or "I won't get enough clients" to the curb. There is one skill that creates clarity around financial freedom. You know it --  because you do it -- planning. Planning for your own business growth is as important as you sitting down with clients to create their financial plan. In fact your business planning process should come first and will help you when you work with clients. When you do your own planning -- life planning, business planning, etc -- you'll have a deeper understanding of all that goes into

Recently, I wrote an article, actually a list, .  Amazingly...a) I didn’t intend to write an article   b) as many have told me, the article can be used by those who are not in the financial industry, too.  (very true) But when I went to the web to look for such a list --- there was none!  Amazing.  Why?  Because, years ago, when I tried to learn the “history” of creating niches and ideal clients, the closest I came to finding the origin was mentioned on a website that the concept may have been started in the financial sector. Strange you might think, but maybe you remember the time (or maybe you don’t!! ) when you banked