Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.

In this completely revised and updated edition of the customer service classic, Carl Sewell enhances his time-tested advice with fresh ideas and new examples and explains how the groundbreaking “Ten Commandments of Customer Service” apply to today’s world. Drawing on his incredible success in transforming his Dallas Cadillac dealership into the second largest in America, Carl Sewell revealed the secret of getting customers to return again and again in the original Customers for Life. A lively, down-to-earth narrative, it set the standard for customer service excellence and became a perennial bestseller. Building on that solid foundation, this expanded edition features five completely new chapters, as well as significant additions to the original material, based on the lessons Sewell has learned over the last ten years. Sewell focuses on the expectations and demands of contemporary consumers and employees, showing that businesses can remain committed to quality service in the fast-paced new millennium by sticking to his time-proven approach: Figure out what customers want and make sure they get it. His “Ten Commandants” provide the essential guidelines, including: • Underpromise, overdeliver: Never disappoint your customers by charging them more than they planned. Always beat your estimate or throw in an extra service free of charge. • No complaints? Something’s wrong: If you never ask your customers what else they want, how are you going to give it to them? • Measure everything: Telling your employees to do their best won’t work if you don’t know how they can improve.

The financial planing profession is undergoing a transformation from the historical approach of transactions and straight asset accumulation to an integrated financial and life planning strategy for customers. Your Clients for Life: The Definitive Guide to Becoming a Successful Financial Life Planner is a roadmap that financial planners can use to understand how to make the connection between financial planning and life planning. Its premise is that advisors of the future will need to deal more with money as an element of a client's life that cannot be viewed alone.

World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.

"I found this book to be a well-written, sensitively presented, and important resource for those engaged in this critical area of work. Thank you, Dr. Werth, for making such a substantial contribution to this field."--Journal of Palliative Care "[This book offers] over 20 contributors, all with impeccable credentials, covering many perspectives that we need to consider more frequently and in greater depth...There is much that awaits you in this book."--Illness, Crisis, and Loss "Counseling Clients Near the End of Life is a marvelous resource for mental health providers who are searching for useful information in areas such as the following: resolving ethical dilemmas; assisting clients in planning for the end of life; counseling caregivers of clients who are near the end of life; and assisting people in dealing with grief. The editor of this work, Dr. James Werth, has done a splendid job of gathering various experts to share their perspectives on end of life care and choices at this time of life--and he has also written an excellent chapter on counseling clients who are dying." Gerald Corey, EdD, ABPP Professor Emeritus of Human Services and Counseling California State University, Fullerton This highly accessible guide to counseling people who are terminally ill and their families fills a critical need in the counseling literature. Written for front-line mental health professionals and counseling graduate students, the text integrates research with practical guidance. It is replete with the experiences of contributing authors who are leaders in counseling terminally ill individuals , real-life case examples, clinical pearls of wisdom, and tables of practice pointers that provide quick access to valuable knowledge. The text offers information that is requisite for all counselors who provide services to persons who are terminally ill and their families. It addresses common issues that influence different types of counseling approaches, such as how the age, ethnicity, or religion of a client affects counselor conceptualizations and actions. The book discusses how to manage symptoms of depression, anxiety, and cognitive impairment near the end of life. It explains how advance directives can be used to assist dying individuals and their loved ones. The counseling needs of family members before and after death are addressed as well as counseling loved ones experiencing complicated grief. The text also examines the particular concerns of counselors regarding self-care and the benefits of working as part of a professional team. Woven throughout are important considerations such as cultural diversity, ethical challenges, laws, and regulations; and advocacy at client and social policy levels. Readers will also benefit from the inclusion of additional references for more in-depth study. Key Features: Integrates research with practical and accessible information Provides clinical ìpearlsî that can be put to use immediately Provides a reader-friendly format that includes real-life case studies and tables with important pointers Describes the counseling experiences of leading practitioners that include examples of successful and unsuccessful interventions Based on a comprehensive framework developed by a Working Group of the American Psychological Association

`Life Coaching Skills by Dr Richard Nelson-Jones is an excellent introduction to this rapidly expanding field of work. I can thoroughly recommend this book for both experienced and neophyte coaches. Practitioners from other professions and the layperson may also find the skills useful' - Professor Stephen Palmer, Coaching Psychology Unit, City University `This book provides a wealth of information and expertise founded on tried and tested interventions and cannot fail to improve the skill level of existing coaches as well as those entering the Life Coaching arena' - Gladeana McMahon, Head of Coaching Fairplace plc, Co-Director, Centre for Coaching Life coaching is a rapidly growing area with more and more people seeking help to lead satisfying and successful lives. Life Coaching Skills provides a practical introduction to the skills needed to be an effective life coach and incorporates a wide range of practical activities for coaches to use to help their clients develop self-coaching skills. Written by leading skills expert, Richard Nelson-Jones, the book presents a four stage life coaching model based around the core concepts of relating, understanding, changing and client self-coaching. It explores the central skills of coaching used within the model including: establishing the coaching relationship; assessment and goal setting; presentation; demonstration, and consolidation. The main focus of the book is on one-to-one life coaching particularly concerning relationship, work, and health issues. The specific skills needed for working with groups are also discussed and ethical issues and dilemmas related to coaching are explored. Life Coaching Skills is ideal for anyone interested in becoming a life coach and for use in training.

In three years Livingston helped the 17,000- employee strong Crossmark increase its sales revenues by 30 percent and add an additional 2,400 workers Livingston will promote the book on his busy speaking tour, which includes keynote addresses at several large consumer products information conferences Includes numerous on-the-street examples and case studies throughout the book

The legendary graphic designer shares a retrospective of his most influential and unforgettable work in this career-spanning memoir. Brand by Hand documents the work, career, and artistic inspiration of graphic designer extraordinaire Jon Contino. A born-and-bred New Yorker, Jon’s upbringing comes through in the way he talks—and, most importantly, in the way he designs. He is the founder and creative director of Jon Contino Studio, and for more than two decades, he has built a massive collection of award-winning graphic-design work for high-profile clients such as Nike, 20th Century Fox, and Sports Illustrated. Over the course of his career, Jon has gone to design hell and back, facing obstacles like fear, self-doubt, and bad luck. Brand by Hand documents the evolution of his work, exploring his lifelong devotion to the guts and grime of New York and cementing his biggest artistic inspirations, from hardcore music to America’s favorite pastime. Brand by Hand showcases Jon’s minimalist illustrations and unmistakable hand-lettering. It also shares how he took a passion for pen and ink and turned it into an expanding empire of clients, merchandise, and artwork.

The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.