Know your Client
- Finding the profit formula for your business
- Understanding what motivates your client
- Learning how to play to win
- Defining Your Practice
- Marketing Miscue
- Regaining Past Success
- Combine best practices to create new wealth
- Growing by acquiring
- Growing your business with Client Capital
- Putting your clients to work
- When it is important to optimize, not maximize
- Getting by with a little help from your friends
- The cost of dropping prospects
- Treat your prospects as clients
- Deadline selling can kill your business
- Teamwork: co-ordination and co-operation
- Moving from pitchman to peer
- Rewriting the “four Ps” of marketing
- The wounded healer inspires confidence
- Knowing a prospect can gain you a client