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Dispatches From The Corner Office

How to choose a niche—Cliff Notes Edition

When the Internet business craze hit, much anxiety flowed from the first necessary decision… Choosing a niche. But the hurdle of choosing a niche (or market…or IDEAL Client) isn’t new or limited to Internet businesses. I believe it’s essential to accelerating success. Unfortunately “niche selection” is as far as many get…then they get stuck there… [Read More]

Making “Referrals” A Predictable Source of Clients

If you’re selling high-ticket, long sales cycle, services or products… …and you want to build a predictable stream of clients… I wouldn’t start online. I wouldn’t start with direct mail. I wouldn’t start with speaking or trade shows or ads… I’d start with referrals. It’s the only way to leapfrog the long sales cycle. But… [Read More]

Building Streams of New Clients

Need more clients? Take out pen and pad and make a list of all the ways you’re trying to get clients now… – Online – Referrals – Networking – Direct mail – Carrier pigeon… Just list them. Then, with red Sharpie® in hand… Cross through all but one that shows promise. Don’t make the mistake… [Read More]

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"For 30 years I had a goal of selling 100 life-insurance policies a year. In case you don’t know...that’s a lot! In fact it put me in the top tier of my industry year after year. But I don’t want to work that hard anymore...following this advice, my sales are up 40% and I'm playing golf again!"

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