I talked to a financial advisor last week and asked him a very simple question: “Who is your ideal client?" He started talking in generalities, wandered from any focus, and data-dumped me.

“When someone asks you what time it is, they don't need you to build a clock. Just get to the point,” I said.

Professionalize your Ideal Client definition, frame it in AAA, document it so you can show someone and don't keep it a secret. Everything you do should be client-facing.

-Duncan MacPherson

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