Yesterday’s Mistake

In speaking with a client I realize that I made a major mistake in yesterday’s Blog.

Yesterday’s Blog said –

During the years that it has taken to build our practice while investing our time in clients first and foremost, developing a vision, developing coaching programs & systems and business systems, as soon as the practice got to a certain level, the marketing and sales would all grind to a halt because there was no marketing and sales system.

Yesterday’s Blog should have said –

During the years that it has taken to build our practice while investing our time in clients first and foremost, then prospecting through asking for referrals & direct mail and cold calling, developing a vision, developing coaching programs & systems and business systems, as soon as the practice got to a certain level, the marketing and sales would all grind to a halt because there was no marketing and sales system.

My focus is building a Marketing Funnel while continuing with the fundamentals at the same time of the tried and true – get on the phone and contact someone.

My message to my client who has become a little too consumed with working on the business versus the fundamentals of prospecting through asking for referrals & direct mail and cold calling was –

– Start with an intention to create 2 appointments for each hour of calling – 3 hours x 2 = 6 appointments
– Given that you can make 10 calls per hour and that you must do 3 hours of calling –
– Make a list of 30 current clients, referrals and prospects that you have good relationships with
– Write a script for current clients to ask for the opportunity to review their file to develop new business
– Write a script for current clients to ask for them for referrals
– Write a script to follow up on prospect conversations
– Clear your limiting beliefs and emotions about cold calling
– Schedule the time to do 3 hours of calling
– Remember the intention to create 2 appointments for each hour of calling – 3 hours x 2 = 6 appointments
– Record your results and give thanks for;
– Making the list
– Writing the scripts
– Making the calls
– That faith and action will create results

Repeat the above every day for the next 5 days.

I’ll keep you posted on what happens next.