Pay attention. We are going to build on each new lesson until you have a complete grasp on the subject matter. And in this case, the subject matter involves building your business.

The video representation will be getting better. This particular video was shot from my laptop computer. Like you, I learn as I go.

http://www.youtube.com/watch?v=nvJMXPmflDI

Do you have clients you enjoy working with? Of course you do.

Do you have clients that give you a pain in the neck? Of course you do.

Doesn’t it make sense to begin focusing more on the “good guys” and spend less time picking up after the … let’s affectionately label them as “less-than-squared-away” clients?

Once and for all I want you to get this straight: You can’t, and shouldn’t want to be, all things to all people. Let’s spend some time identifying our most logical target audiences.

Once this task is accomplished, we can budget more time for establishing relationships with profitable candidates.

1. Make a list of your “good guys.”
2. Make a list of your “bad-guys.”

 

Determine the differences. This could include proximity, personality, age, experience, income levels, education, and a number of other differentiating factors. They will be what they will be.

Decide if you would like to discontinue a business relationship with a few of the “bad guys.” This is not a foolish idea.

 

Next, begin focusing on how you can initiate contact with more good guys.Good guys usually hang with other good guys so you would be wise to ask for help from your good, satisfied clients.Get the definition of your future “good guys” on paper. This will help you to focus on the right people. Some characteristics that might define a “good-guy” include but are not limited to:

• Location
• Age
• Income
• Personality
• Ease of Relationship
• Education
• Travel History
• Referral Status

Exercise: Pay attention to the new and exciting opportunities that present themselves each and everyday for you to make contact with attractive prospects. Focus on these opportunities until our next meeting. Come prepared to share your thoughts.