Referral / Prospect Tracking Spreadsheet – SAMPLE – Free Download to Help You Keep Track of Potential Business

In my work with business professionals, I find that they often say to me that they have prospects that they haven’t followed up with (for whatever reason), or they lost track of some of the referrals people gave them. First of all, it’s hard to believe that someone wouldn’t have a process for tracking their referrals/prospects because that is potential revenue – but apparently this happens and probably more than it should. So, I came up with a simple tracking spreadsheet to help my clients better know who they have in their pool of prospects so they know where they are at in their pipeline, and they don’t lose anyone (or drown them) on the way.


Below are some stats which you may find very interesting about following up with prospects/referrals. I’m curious what you think about these percentages.

  • 48% of Sales People Never follow up with a Prospect
  • 25% of Sales People Make a Second Contact and Stop
  • 12% of Sales People Only Make Three Contacts and Stop
  • Only 10% of Sales People Make More Than Three Contacts
  • 2% of Sales are made on the First Contact
  • 3% of Sales are made on the Second Contact
  • 5% of Sales are made on the Third Contact
  • 10% of Sales are made on the Fourth Contac
  • 80% of Sales are made on the fifth to the Twelfth Contact  

Source: National Sales Executive Associates


To download my complimentary referral tracking spreadsheet to help you increase your revenue, go to


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Check out the LIVE broadcast from San Diego, August 16th!!

On August 16th-18th we are kicking off the next Client Acquisition Mastery Workshop in San Diego.


Although attendees of the workshop will be immersed in training and practice to build their skills and confidence for 3 full days, you have a unique opportunity to watch a LIVE video broadcast of Bill Bachrach’s opening Keynote presentation, “The Art of Building High-Trust Client Relationships.”  


Click the link below to register for the live broadcast


When: August 16th at 8am PDT / 11am EDT


Join us for this LIVE online broadcast and discover:


– How to create a strong emotional connection between you and your existing / prospective clients which will create the most important aspect of any relationship, TRUST.

– How to facilitate a meaningful experience that will get your existing and prospective clients discovering what’s truly important to them which will move the needle on their trust dial in the right direction.

– How to get a ‘Pre-Commitment’ from your prospective clients during an initial client interview by aligning your services and value with what’s most important to them.

– The #1 most common pitfall that most financial advisors do when meeting with prospective clients that shatters trust and puts you in the box, ‘…just like every other financial advisor we’ve met with.’

– Watch and learn the most effective process in the world for financial advisors to build trust quickly so you’re not only different than every other advisor, you’re better!

– Watch as I demonstrate LIVE a simple, yet powerful Values Conversation that could exponentially grow your business.


Click the link below to register for the live broadcast – August 16th at 8am PDT / 11am EDT


This will be an extremely valuable presentation to your business, and you can watch the LIVE broadcast at no charge – all you have to do is register:


Click the link below right now to register for the live broadcast


Register now and join us on August 16th live at 8am PDT from the Client Acquisition Mastery Workshop.


Bill is looking forward to having you join him LIVE on Wednesday!!

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How to Make Business Introductions Online

Many of my clients are asking me about using email as a way of introducing me to people they know. Here is what Bill Cates, CSP, CPAE has to say on this subject.


In this digital world, most of business is done online with convenience and ease. But what about referrals and introductions? Networking is an important part of business that won’t be pushed aside as we digitize our work processes.


Luckily, making introductions online is easy and effective — as long as you’re doing it right. An introduction is personal by nature, so when making them online there are a few things that must be done to preserve the intimacy of the interaction. Here are some tips for doing online introductions right.


The initial text-based introduction

Whether giving or receiving referrals, an electronic handshake via email or social workspaces can be a very effective form of introduction. Here’s how it works: The referral source sends a message to the prospect and CC’s you. You then follow up with the prospect, but within that first message there are some important things that must happen to facilitate a proper referral. Here are 5 tips for making electronic handshakes more effective:


  1. Make sure the referral source CC’s you. Ask them to. Don’t assume they will.


  1. When you contact the prospect, write something like, “I’d like to present myself as a resource to you, as I have been for George. Let’s set up a five-minute call or meeting to get the conversation started.”


  1. In your first message to the prospect, put your referral sources name in the subject field to increase the chances of the prospect reading the message.


  1. CC your referral source on this first message so they know you’re moving forward with the referral, but don’t CC them on every correspondence.


  1. Keep your messages short and try to move into phone calls or meetings as soon as is appropriate. Do not try to make sales via email.


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Strategies to Increase Your Productivity and Your Income! Web Class

Do you want to make more money?

Do you want more clients?

Would you like to be even more productive so you have more time to do what you want to do?

How would having better work life balance impact your professional and personal life?


If you answered “YES” to any of these questions then you will want to register to attend this high-value webinar and learn to consistently focus on your highest payoff activities that put you in the highest probability position to achieve your goals and within the time frame you desire. There are only 168 hours in a week. We all have the same finite amount of time to work with. It is how you choose to use your 168 hours to achieve your goals is the key to your success


By applying these action-able, results-producing strategies you can:

– Increase Your Income

– Get More Done in Less time so You Are More Productive

– Achieve More of Your Goals

– Be Even More Focused on the Activities that Produce the Biggest Results

– Better Organize Your Time and Your Life


As a result of attending this content-oriented web class, you will discover

– How to Better Focus on your High Payoff Activities and What You Can Control

– How to Create and Execute a Simple and Effective Calendaring System

– How to Formulate a Game Plan for Maximum Productivity

– How to Create and Implement an Ideal Model Work Week for Goal Achievement and Success


What got you to where you are today probably isn’t going to be what takes you to where you ultimately want to go. Those thoughts, actions, activities have to change to move you even closer to your future goals. Begin today by signing up to attend this high-value web class.


Web Class Date: March 30, 2017 Time: 1:00pm ET / 12:00pm CT / 11:00am MT / 10:00am PT Register Now:


I look forward to having you on the Insurance WebX Insider web class with me. You will get value from the FREE resources discussed during this web class.


Can’t attend? Don’t worry. Register and you will receive a link to the replay.


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Master Client Acquisition in the New World of the DOL Rule and Digital Advisors to Get BIGGER, BETTER, and FASTER Results

Financial plan for retirementDuring this how-to web class, you’ll learn how to use the new disrupted world of the DOL Rule and Digital Advisors to your advantage and clearly differentiate yourself from other advisors, so you can get hired more quickly by great clients, and grow your business more than ever.


What you’ll learn by attending this web class with Bill Bachrach:

  1. How to quickly build trust with prospective Ideal Clients and increase the trust you’ve earned with existing clients, enabling you to generate more revenue per client while decreasing your marketing expenses and efforts.
  2. How to master client acquisition by learning how to discover and engage prospective high-net worth clients. Become skillful at recognizing and answering the pivotal questions during the first conversation and how to create a meaningful connection with each person from the first moment of contact. Remember, each person you meet could be your next client.
  3. How to master the initial client meeting by making a deep emotional connection, helping clients and prospects define their goals, and benchmark their current financial reality.
  4. How to master articulating your client value promise so you get hired in the first meeting, inspire your clients to do all of their business with you, and generate more referrals.


After attending and implementing what you learned, you will

  • enjoy adding great clients that generate more revenue and do all of their business with you,
  • build a huge pool of prospective high net-worth clients that you’ll be able to conduct best-in-class initial client meetings with, and
  • get hired immediately and receive even more referrals.


What could this mean for you?

  • An improved quality of life,
  • working less hours,
  • serving the right type of clients, and
  • making more money!


As George Leonard says…“Mastery isn’t reserved for the super talented or even for those who are fortunate enough to have gotten an early start. It’s available to anyone who is willing to get on the path and stay on it.”


Register today by going to:


When: Dec. 8 at 12:00pm ET


Can’t attend… Register and receive a link to watch the replay.

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Your Holiday Special Has Come Early! Check it out before it’s gone!

Makes a great gift for clients and prospects.

Makes a great gift for clients and prospects.

Who doesn’t like a really big sale? I sure don’t know anyone.  Jump on this sale before Nov. 13 and SAVE BIG.


Take advantage of this BIG discount opportunity and give these high-value books to your clients, prospects, business associates, employees, peers, family, friends, and anyone you think would benefit.  When you give a book as added-value to clients and prospects, you just might receive additional business in return.


Each book is ONLY 5usd when you order before Nov. 13. Take advantage of this great opportunity by going to


Anne Bachrach

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Is your Business Really Focused on Client Satisfaction?

Client-Centric Words Dart Board Targeting Customer ServiceIs your Business Really Client-Centered?


There are many factors that go into building a successful business. However, one of the most important, yet one of the most ignored, is focusing on creating client satisfaction.  Create a client-centered business and you’ll ensure that your business gets only rave reviews, while setting it up for success.


Client Satisfaction

Are your clients’ interests at the core of your business? If not, your business will remain at a standstill for years to come.  Many business owners have the perception that they run a client-centered business, but in reality, they have gotten into a bad habit of putting their own personal interests in front of their clients’.  Yes, it is true that you should have a personal interest and passion for your business, but your interest is not what drives sales.  Meeting your clients’ needs and delivering stellar client service is what drives sales and generates revenue.


Smart business owners know that running a client-centered business is necessary in order to stay ahead of the competition. After all, when you focus your efforts on client satisfaction, your clients will become your biggest free marketing tool.  Not only will they become lifetime clients, but they will also refer you to friends, family members, and colleagues any chance they get.  Word of mouth, any successful business owner will tell you, is the most powerful marketing tool available.


In addition, once you build a large base of loyal clients, you can begin to scale back on marketing costs because your loyal client base will peddle your business for you! High client satisfaction helps pave the path to business growth and success.


Filling the Gap

In order to ensure client satisfaction, you must offer the services that your clients seek. A novel idea is only a novel idea.  There must be a market for your idea and clients in need of it.


While you can offer many of the other standard services your competitors offer, you should not rely solely on them. Why would you?  If you do just settle for offering what everyone else is selling, there’s nothing to differentiate you from your competition.  At that point, you’re almost forced to compete on price to acquire clients. If people perceive you as a commodity, it is hard to differentiate your business and receive what you deserve and want. How do you get past this?  You get past it by identifying the services that your clients really want, but no one else is offering.  Maybe you will offer more client service options or something that is just a little better than everyone else.  It doesn’t always have to be a big difference to create a big separation between you and others.


If you are already running your own business, and your clients are sharing their honest feedback with you, it’s bad business sense to ignore what your clients are telling you they want! It may not seem like it, but what they are providing you is very valuable information. 


The market research business draws big money for one main reason: there are people and businesses eager to know what clients need and want! They are not only very willing to pay for the information, they are also very willing to provide exactly what clients need and want!  Take note when a client offers you feedback, because you have a golden opportunity to give them exactly what they need and want!  The importance of this cannot be emphasized enough – when you know what your clients need, you can create a client-centered business and deliver what they need – growing your business.


By focusing in on niche markets that aren’t being served, you can satisfy clients by offering them the services that they need, but are not currently available. This separates you from your competition and frees you from competing solely on price.  In fact, thanks to the rules of supply and demand you can even charge a premium for these services because they’re so scarce!


Regardless of your industry, performing market research is important in offering the right products. What’s the first thing most modern-day shoppers do when they’re in the mood to make a purchase?  They perform an internet search on the product or service to do some comparison shopping.  You can use this to your advantage to identify what your clients are after but just aren’t able to get anywhere else.


Given the popularity of online services, it is important to be sure your business has an online presence so when potential clients search for services like yours, they can find you. Remember, the key is to fill the gap and focus on creating a stellar client-centered business. 

If you’re focused on client satisfaction, then all of your clients will likely become lifetime clients and become a free source of marketing when they eagerly refer their friends, family, coworkers, and everyone they know to you.  If your clients aren’t eagerly referring you to everyone they know, then maybe you need to evaluate how you can be even more client centered so when you ask (and even when you don’t), they are happy to introduce you to a lot of people who can use your products and services. Continue to be open to making changes that can enhance being client-centered and you will improve the opportunity to be successful. When you run a client centered business, you will run a business set up for success.



© Anne M. Bachrach. All rights reserved.

Anne M. Bachrach is known as The Accountability Coach™. She has 23 years of experience training and coaching. Business professionals who utilize Anne’s proven systems and processes work less, make more money, and have a more balanced and successful life. Anne is the author of the books, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives, and The Work Life Balance Emergency Kit. Get Your Free High-Content Book from Amazon today: 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now, by going to Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (

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Referral / Prospect Tracking Spreadsheet – SAMPLE – Free Download – Great Way to Track Your Opportunities!

InfoGraphic-Referral-Tracking-Download-SampleIn my work with business professionals, I find that they often say to me that they have prospects that they haven’t followed up with (for whatever reason), or they lost track of some of the referrals people gave them. First of all, it’s hard to believe that someone wouldn’t have a process for tracking their referrals/prospects because that is potential revenue – but apparently this happens and probably more than it should. So I came up with a simple tracking spreadsheet to help my clients better know who they have in their pool of prospects so they know where they are at in their pipeline, and they don’t lose anyone (or drown them) on the way.


To download my complimentary referral tracking spreadsheet and help you increase your revenue, go to


Let me know how else I can help you on your goal achievement journey!

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Get Your Copy! The Confident Advisor; How to Thrive in the New World of DOL Fiduciary Standard, Digital-Advisors, and the 5 Other Critical Industry Disruptions

Claim your Free Copy Today!

Claim your Free Copy Today!

Get your complimentary copy of the NEW “Enhanced” e-book by Bill Bachrach by going to

The Confident Advisor; How to Thrive in the New World of DOL Fiduciary Standard, Digital-Advisors, and the 5 Other Critical Industry Disruptions


Bill Bachrach’s new “enhanced” eBook contains mini demonstrations, videos, audios and additional proven tools to help you

  • get more clients,
  • generate more revenue and
  • become more refer-able.


My husband, Bill, did an amazing job creating this powerful eBook that is so much more than just a book. If you are a Financial Advisor, you have to check it out! Yes, I’m probably a little biased….The reviews coming in are nothing short of “You need to read this book and apply the concepts now!”Feel free to share this “just in time” e-book with all your peers.

Go to and download it right now.


It’s free… no strings attached.




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Advisor Roadmap Virtual Training Platform – Check it out!!!

Logo-AdvisorRoadmapVT-DiagramMy husband, Bill Bachrach, just went LIVE with his powerful Advisor Roadmap Virtual Training Platform. You can join the Advisor Roadmap community, for only 100/month and you get access to videos, audios, scripts, high value-market relevant articles, webinars with Bill, and so much more that will help you get more great clients. Check it out! This is an amazing training platform you have to see.
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