Failure doesn’t mean you stop trying

October 2, 2011

There’s one horrible trend that I see in a lot of entrepreneurs and it’s simply that they quit very easily.  This is especially true when it comes to marketing, hiring, and their sales process.  Now I know what you are thinking…  Most entrepreneurs you know are the kind of people who never quit.  They never give up and they will fight to the death to make their business succeed.  While that it is true on the surface, this article will dig a little deeper into this epidemic.

This all starts from a recent conversation I had with a lawyer client of mine.  I asked him about what marketing had worked in the past and his answer was, “nothing”.  Seriously???  So I dug deeper and asked how he got his past clients.  The answer, “I did some networking, some post card mailers, and a couple of ads in the paper”.  So as I was scratching my head with confusion, I asked this, “So if nothing worked for you, how did you get those clients?”  His response, “well it worked once, but it hasn’t worked since”.  My response was simple, “so how many times do you think you’ve tried it that it didn’t work?”  The answer was kind of funny [to me, not to him].  His answer, “at least once or twice”.  Wow…  So I guess that’s a good reason to stop trying.

Follow my train of thought here.  You may not remember when you learned to walk, but I’m guessing you tried it more than once and I’m guess you failed several times along the way right?  What if you had just stopped trying to learn to walk the first or second time you fell?  You’d be in a wheelchair right now!  What about this major milestone in every person’s life, learning to successfully use the toilet.  Did you get that right the first time?  What about the second or third time?  Probably not.  It probably took weeks if not months of trying to get it right.  Imagine your life without learning this little skill…  I don’t care how smart you are, how talented in sports you are, or how charismatic you are, if you are 30 and still going in a diaper [because you are lazy and don’t want to learn to do it right] no one is going to hang out with you!  And that’s a fact.

One of the sad facts here is that learning to walk and going potty are probably the last times in your life where you were encouraged to keep trying NO MATTER HOW MANY MISTAKES YOU MADE!  Am I right?  Maybe riding a bike ranks in there with these, but then it stops there.  What if your networking skills stink the first dozen times you try it?  What do you think is going to happen?  Someone is going to come along and give you this pearl of wisdom, “why don’t you try something else?”  And of course that will make sense because networking is hard for many people and your brain goes into protection mode and says, “look, this yahoo said you should try something else.  That sure would make you happy.  Let’s just quit?”

Sometimes we just need to smack ourselves for listening to that little voice in our brain that is trying to hold us back.  It reminds me of the cartoons when I was a kid.  You know, the one where Sylvester the cat has the devil on one shoulder and the angel on the other.  That voice in your head is the devil saying to take it easy.

Back to my Lawyer client….

So I asked him this, “On a scale of 1 to 10, how good do you think you are at networking, marketing, etc.?”  His answer was a 2.  So I fired back with this, “Do you think if we worked on those skills and got you to a 5 or 6 out of 10 that you would be successful using those strategies to get customers.”  He answered with a resounding, Y-E-S!  So here’s the magic follow-up question, “How long do you suppose that it’s going to take to get from a 2 to a 6?”  He thought about it for a minute and said, “At least 6 months.  Maybe more.  Just depends on how fast I catch on.”  That was a brilliant answer.  You see, you can’t possibly the know the answer.  It depends on many factors like how fast you learn, what learning style works best for you, if you are an intellectual or if you are more hands on, how much knowledge you already have in this area, and your mindset or beliefs around the skill.  Another question I asked was, “if it will take you 6 months to get to a 6 out of 10, how long do you think it will take you to fully MASTER this and be a 10 out of 10?”  He thought for a minute and said, “probably a couple years.”  Again, right on the money…  A couple of studies I’ve read say it takes about 10,000 hours of practice to MASTER something. Which would take you just under 5 years if you practiced 40 hours a week.

I had one final question for my client…  “Are you committed to just 6 months to learn this or however long it takes?”  You see you have to be committed to however long it takes.  In his case, he said he was committed to eventually being a master at it.

Simply knowing what you are getting into at the beginning is an important step in maturity, but also success.  You see if you know going in that there will be mistakes, but that each one is a milestone that gets you one step closer to success, you treat the mistakes much differently.   When inventing the light bulb Ben Franklin made over 1,000 failed attempts.  His famous quote was, “I now know 1,000 ways it won’t work and just need to find one way to make it work.”  Are you willing to fail 1,000 times to get to success?

Let me leave you with this final point.  Each time you try, you INCREASE your percentages that your next attempt WILL WORK!  This not only applies in marketing and that sort of thing, but in prospecting as well.  I tell all my clients that you have to keep making calls, sending emails, and direct mail to your list at a minimum, 20 times.  Anything less and you’ve wasted all your efforts.  Yes, some will take action right away, but most people need you to keep reminding them about your business until they buy.  My famous line is, “I’m going to keep after them until they are a client or they get a restraining order.”  My clients and I always have a chuckle at that, because I would never cross a line that would cause something like that, but the point is real.  I keep after and just don’t give up.  As a result, I need much fewer prospects than the average person because over time I close 6 times as many.

Got a story of how your persistence paid off in learning something?  Please share it…


What are KPI’s and why are they important?

May 12, 2011

One of the most important factors in running a business is actually one of the most overlooked areas of business. I know this because I talk to hundreds of business owners every year and I only find about 5% of them that have a clue about KPI’s.

So what are KPI’s?    KPI’s are Key Performance Indicators. These are the specific numbers that tell you what’s going on in your business and enable you to make educated strategic decisions to improve your business.

An example of KPI’s could be: sales, number of calls received, close ratio, amount of sales per product or service, amount of hits on your website, average AR days, etc. These are just some of the KPI’s you should be tracking in your business. Some of these should be tracked daily, some weekly, some monthly, and some quarterly.

Each business needs to customize their KPI’s to fit their business and start by selecting the most important 5 or 6 to start tracking immediately. Over time your list will grow as you learn what numbers you need to know.

So why do you want to pay attention and implement KPI’s? Simple… If you want to learn the fastest and most effortless way to grow your business, you need to master KPI’s.

Here’s a simple example of KPI’s for a Hair Salon.  For this example we will use just two KPI’s:  Average clients serviced per day and average sale per client.

Now those are just 2 KPI’s, but let’s see how this could be helpful to that business….

Let’s assume that the average clients serviced per day is 4 with an average sale of $45.  If this person works 5 days a week we can come up with estimated revenues of $900 per week (4 clients per day times 5 days in a week times $45 average sale per client).  Let’s also assume that these numbers are the same for 10 stylist that you have in your business.  So now the revenues are $9,000 per week ($900 times 10 stylists).

Now to put these KPI’s to work for you, let’s assume you can come up with 1 strategy for each KPI that will increase it by just 10%.  That brings your average clients serviced per day to 4.4 and your average sale to $49.50.  Doesn’t look like much until we multiply it out.  Now our weekly revenues per stylist are 4.4 customers times $49.50 in average sales for a new total of $1,089 per stylist or 10,890 for your whole team of 10.  When you look at it over time it’s even more attractive.  That extra 1,089 per week turns into 56,628 over the course of just 52 weeks (1 year) and over $283K over 5 years.  That’s a lot of money if you ask me.

But here’s the fun part.  If you know your average client visits per day and your average sale, it doesn’t have to stop here.  You could continue to work these numbers and improve them dramatically just by adding a single strategy here and there that will increase both areas.

Another KPI for this type of business is called, “Frequency of Purchase”.  To some people it can be referred to as average number of transactions per year, but I like frequency of purchase.  Think about this for a minute.  If your client visits you once every 8 weeks that winds up being about 6.5 visits per year.  Not bad, but if I know this number I can now work to improve it by implementing simple strategies.  So lets say I can reduce this to visiting me every 7 weeks.  I now go from 6.5 visits per year to 7.4 visits a year.  Again it doesn’t sound like much, but what if you have 1,000 clients like most hair salons?  You’ve just added over 900 visits at about $50 each to your bottom line.  That’s another $45K just by getting clients to come back a little more often.

These are some great practical examples that I actually use for a hair salon client of mine. 

Just remember to start small with a couple of KPI’s and build from there.  I like to start with 5 to 6 KPI’s at first and build up from there.  Just think about the numbers you need to know to manage your business and over time others will show up.  Also, be sure to monitor these weekly.  After all, you don’t want to wait until the end of the month or end of a quarter to spot a trend and make adjustments.  You want to make adjustments quickly so you can maximize your efforts and reduce loss of possible revenues.

If you have questions or want help setting up your KPI’s, just send me an email at and I’ll setup a free KPI coaching session for you.  Just act fast because I only have 3 to 4 sessions like this open per week and they will fill up.

Why Should I Hire a Coach?

April 25, 2011

Quite often when I’m interviewing a prospective client I get asked in one way or another why they should hire someone to do what I do.  And simply put there are a lot of reasons why you should hire a coach or consultant to help you grow your business.  But before I get into the reasons why you should hire a coach, I think its important to know what kind of questions you may be asking yourself during this process and some answers you should be looking for.

Questions you might ask yourself while deciding to hire a coach or consultant:

  1. Do I really need help?  Do you really want to take your business to the next level?  If the growth of your business has not been what you wanted or you feel like there is so much more you can accomplish but just don’t know how… Guess what?  It’s time to hire a coach or a consultant to help step up your game.
  2. Can’t I do this on my own?  The short answer is: If you could have, you would have!  It’s OK to ask for help.  But unfortunately most people are so proud that they can’t bear the thought of asking for help.  And think of it this way, two heads are better than one. Don’t you usually get more done when you have help?
  3. I’ve already had several of these ideas.  Why do I need this guy?  So you’ve had the ideas before… What have you implemented?  It’s one thing to be an idea guy.  It’s another to be an idea guy that implements things.  Most people have a ton of ideas, but just don’t get things put in place, effectively measured, and optimized for maximum results.  That’s what a coach does for any organization.
  4. It’s a lot of money, wouldn’t it be better to hire someone to implement the ideas?  It’s not a lot of money when you look at the output.  For example, my coaching produces more than a 10 to 1 ratio on every dollar you invest.  So for every dollar you invest with me, you get AT LEAST 10 back.  My goal is even higher than that.  Who else produces that kind of return in your company?  One more thing on this, it costs a lot more to hire someone to do all of this for you than it does to work with a coach who will teach you how to be more effective and how to run your whole company like a machine.
  5. Is a coach really going to help me?  The success rates are through the roof with coaching and consulting clients.  A recent Harvard study says that companies that have a coach are 725% more likely to succeed that companies who don’t.  That same study also showed that 87% of the fortune 500 companies use coaches and consultants at one time or another.
  6. How am I going to make the time for this?  The great news here is that most coaches are highly trained on time management and can actually help you make more free time to implement new strategies and have more free time to do the things you enjoy in life.
  7. How am I going to pay for this?  More great news…  Coaching and consulting services are self funding.  What that means is that you may have to cover the first 90 days of the service in some cases, but after that your results should be paying for the coaching and turning you additional profits.

And now… 

The top 7 reasons Why You Should Hire a Coach…

1. Strategy – Most companies I run into are just doing “stuff” all day long.  They don’t focus on an overall strategy that accomplishes many things at once.  Imagine having a business strategy for every aspect of your business that allows you to achieve multiple business objectives with every move you make.  This saves a ton of time, builds brand and customer loyalty, and makes you more money than you know what to do with.  A coach can also bring up important things you need to consider that you would have never thought of and how these things can play into long-term decisions.

2. Experience – Ask yourself this… Have you ever grown a company to the levels you want to?  If the answer is no or if the answer is not on your own, then you’re in luck.  A coach has done this over and over again and has so much experience implementing strategies and growing companies that you are sure to succeed.  Experience is much cheaper than learning by trial and error…

3. Accountability – Who do you have pushing you each week to get things done?  For most business owners I talk to, the answer is no one.  Life is much different when you have a coach.  A coach is not only going to push you and hold you accountable each week, they are also going to be the most honest person in your business.  So if something needs to change, they are going to tell you… Especially when everyone else is afraid to speak up… Your coach will be right there to speak the truth.

4. Guidance – How many times have you needed to make an important decision about the business and not had anyone you could call for advice?  And I’m talking about real advice here.  Not the kind of advice that you get from your unemployed neighbor who has never run a business but happens to be your buddy.  I’m talking about great advice from a mentor who can see you through this decision?  That’s what a coach does for you.

5. If you could have, you would have – This one is kind of blunt but to the point.  If you could have grown your company to 1, 5 or even 10 million dollars by now, you would have!  So don’t sit around thinking about what you could do, get off your rear and hire a coach that will force the growth in you company and help you to enjoy your business and life like never before.

6. Ambition – If you really want more out of your business and out of life but aren’t sure how to get it… You need a coach.  Even if you know how to get it, but want to accelerate the timeline, hire a coach immediately!

7. Self Funding – This one is already mentioned a few times, but consider this.  If it pays for itself, why not do it?  You’ve eliminate most if not all the risk and the opportunity to double, triple or even quadruple your company is what’s at stake.

 All this said, I suggest whether you are in the market for a coach or not, you should take the time to meet with one.  At the very minimum, you’ll get more ideas and strategies to grow your business than you can imagine and get a sense for how working with a coach can help you.

Components of an Effective Business Plan

August 24, 2010

I just received an email from a friend asking me about the components of a business plan.  There’s a long story behind this email, but I’ll simplify the story by saying I was a bit irritated with the question since I outlined the steps for him the other day at lunch (by the way, he paid… My business time is not free).

Being irritated actually helped me simplify my response to him.

All I wrote back was this.


Three components

  1.  Goals
  2.  Actions you have to take to achieve your goals
  3.  How you are going to be held accountable


Of course I paused before I sent this and thought, you know…. It really is that simple.  That’s what I’ve taught my clients for years and I’ve gotten HUGE results from following including those 3 things in every plan.

As business owners, we tend to make things really complex when it just doesn’t have to be.  There’s a ton of value in keeping it simple and focusing on what’s important.  Those 3 components are most important in a plan.  Is there more depth to each component?  You bet…  You will want goals in multiple categories of your life and business and the list of actions may be huge.  But make the PROCESS easy on yourself and you will get it done.

3 Outlook Features that Keep Me Organized

August 24, 2010

Quick question for you…  Are you using Microsoft Outlook to it’s fullest potential in your business?  The answer is probably not!  Well here are a couple of simple things you can implement right away to get more organized using a program that’s right on your desktop already.  That is unless you are a complete rebel and went with a Mac.

Top 3 Features in Microsoft Outlook that I USE!

1.       Folders

I love the folders in Outlook for organizing by topics.  I have one for my coaches, one for clients, personal stuff, travel, etc.  Here’s why I like this, in the old days you needed a folder for everything and that got pretty cumbersome.  Today the level of organization inside a folder just flat out rocks.  For example, in my clients folder I can click on that folder and organize the view I am looking at by client name (From), by subject, date received, etc.  My trick is that I collapse all the sub categories so I can scroll through them quickly to find the person I’m looking for.  It’s like having folders inside folders without all the mess.

2.       Tasks

This is by FAR the hidden GEM inside Outlook.  If you don’t use anything else, USE THIS!  I even have it setup in my view when I open outlook so I can see what tasks need to get done today and what I have coming up tomorrow.  I use this for everything that isn’t an appointment.  That includes projects, follow ups, blog posts, etc.  You can set it up to remind you or just appear in your view.  One thing that I also love about this feature is the ability to add a category to each task.  Categories are those 4 little colored squared in your task pane that most people have no clue about.  Simply click on the 4 little colored squared to customize your categories.  One of the ways I use this feature is to mark my blog tasks.  That way at a glance, I can see how much writing I have scheduled.  You see, I don’t write every time I get an idea.  I create a Task, give it a headline about the idea, jot down my thoughts and SCHEDULE IT!

One more cool thing about tasks is that you can click on the main view of this section and filter it by topics… So my most used topics are, Completed tasks, overdue tasks, and active tasks.  It’s a great way to remind yourself of all the things you have accomplished.

3.       Quick Parts

Quick Parts are super cool for several reasons and occasions.  For me, I like to use this feature to keep an easy record of my canned email responses or email campaign content.  This one is easier to understand once you see it. 

So click on “New Email”

In the new email message, click on the “Insert” tab at the top of the email.

Toward the right of the window you will see a “Quick Parts” drop down menu.  Click it.

That will show you what you have in the Quick Parts section already.

To use this feature…..

Type up an email that you want to save.

Highlight the text that you want to save and then click on the Quick Parts drop down menu.

Click on “Save selection to Quick Part Gallery”.

That’s it.  You are done.

Next time you want to use that quick part, just open an email and click “Insert”, and Find the quick part you want to use.

I hope these quick tips help you get more organized in your business…

One last note…  If you don’t know how to setup your Outlook, find a 12 year old and ask for help.  A 6 pack of red bull, mountain dew, or copy of halo is all it will cost you…

Delivering More Value in 30 Minutes or Less

August 21, 2010

This is something I’ve been personally working on quite a bit lately.  First off, you have to set a goal to be able to do this.  So I set a goal to get to make my coaching more powerful, focused, and condensed.

To do this, I had to focus on a couple of things…

1.        Positioning

I know you hear this one all the time, but have you done it?  This is the key in DIAG’s, calls, etc.  Example, “What I’d like to do today is really keep focused on the top 1 or 2 things you have going on.  Let’s address those and then get you back to business.  Sound OK to you?”

 2.        Asking better questions by listening more

This is just a key to coaching in general.  I find a lot of people get off on all kinds of tangents and try to address every possible need a client has that week.  Wrong move!  I’ll address this more in my “Fastest Ways to Kill a Client” post in a few days.

If you really want to help your clients and ask better questions, you just have to listen to them.  Listen to what they say in the WIFLE or your version of the WIFLE and then ASK QUESTIONS about that.  I also ask this important question EVERY CALL, “So, what would you like to get out of today’s call?”  Ask that question no matter what they put on their weekly focus sheet.

From there, ask questions like:

How is that impacting your business?

What do you think needs to happen this week to fix that?

What do you think the result would be if you fix this?

What benefits would fixing this have for you personally?

How important is it to you that this gets taken care of immediately?

What obstacles do you see to getting this done?

Most importantly…. Ok, so when will you have this done by?

If they are struggling with doing things….  How would you like me to hold you accountable?

3.        Less Prep and more listening

I can hear you…  “less prep!”  What are you crazy?  Crazy like a fox maybe… Often, coaches spend a lot of time prepping for what they think a client needs or what they feel they should deliver that week.  WRONG MOVE!  Yes, you need to be prepared for your call with the client, but most of that should come from their focus sheet.  If you focus on learning the 5 ways, and a few other key flipcharts (post on key flipcharts coming soon…) you will be prepared and can focus on listening.

I know listening is a spillover from my last topic, but its here for a reason.  Most coaches DO NOT LISTEN ENOUGH!  We have a big mouth and a lot to say AND some of you are always trying to find your fee…  Want to find your fee?  Listen to your client and respond appropriately.  When they are talking, clear your mind of the next question to ask and JUST LISTEN.  Respond with natural questions.  Sometimes you have to just ask, “Can you tell me more about that?”  That’s a GREAT question to ask so you can get to the heart of the matter.

Here’s another tip… See how long you can keep your mouth shut after a client answers your questions.  You will be amazed at how much more they share with you when you aren’t talking.

4.        Keeping the call focused

I’ve noticed over the years a lot of clients and even coaches that want to talk about everything they can possibly imagine on our call.  A lot of times they want to make sure we get a full hour in.  Clients will often bring up additional topics when they feel uncomfortable about something and want to distract themselves from dealing with it.  You see, one of the primary functions of the brain is to keep you happy at all times and at all costs.  So anytime someone becomes uncomfortable, the brain overrides their logic of dealing with the issue and just brings up another one.  This is where we come in as coaches and go back to the issue at hand and help them deal with it.  This is where you will deliver most of your value as a coach.  You may need to say, “That’s a great topic, but not for today.  Let’s focus on the first thing you brought up and deal with it.  How’s that sound to you?”

5.        Wrapping up when done

Simply put, know when you are done.  You can’t put more than a couple of tasks on your client each week.  I like to focus on 1 or 2 things.  3 is a stretch and 4 tasks will burn them out.  I like to ask this question, “do you have enough to do this week?”  They most often say YES.  My answer to that is, GREAT then I ask one last question….  “So tell me, what are the top 2 or 3 things you got out of our call today?”  They know we are done at that point.  I may also ask, so how do you think this is going to change your business this week and over time?

Follow these simple steps and you too can deliver more value in under 30 minutes.

8 Ways to Book More Targeted Consultations and Appointments

August 13, 2010

I get asked all the time how to speed up the process of booking free consultations and appointments with TARGETED prospects. Well here are my top ways to book them fast. The thing to note here is that this is MY style. So it may not work for you, but I guarantee it works. This is how I’ve built a 6 figure coaching practice on a small budget.  And if you are a small business owner reading this… KNOW THIS….  These are great strategies for you as well….

Before you use any of these strategies you have to ask yourself a few questions.

1. Who is my target market? (industry, revenue size, number of employees, etc…)
2. How much do I know about these people? (Have you got any scouting info on them??? Know your prospects, but use your judgment on this. I typically only scout info on big fish. I rarely do on the little ones.)
3. What is the best way to reach them? (you have to customize the approach for the individual)

And now for the strategies….

1. Networking – Networking has always been a core of what I do, but I use it for different reasons that most people. I have found that I can pick up a client or two at networking events, but I have more success when I build alliances or referral partners at these events. So my main focus when networking is looking for great alliance partners like CPA’s, HR consultants, payroll companies, staffing companies, and similar industries. I will also make a point to scout around for appointments. You just have to be ruthless with your time and meet the right people. I’m very quick to act at these events and ALWAYS have my calendar on my phone to set the appointment right there. It’s an absolute WASTE of time to think you can book the appointment when you get back to your office.

2. Referrals Part 1 – The first type of referrals is FROM CLIENTS. Tip number 1… You don’t have to wait 6 months to ASK for a referral. Ask at the end of consultations, who they know that would benefit from the topics you discussed today in the consultation. For example, who do you know that always complains about hiring good people? Ask a targeted question and get some specific names. And yes, you do need a plan to ask about once a quarter from all of your clients. I like to reward them with a prepaid gift card or something else they will love after I get a new client and at least a thank you card for the referrals. Show them you value their help whether it results in a sale or not! They will love that….

3. Referrals Part 2 – This is a great strategy that most coaches never use. Next time you go on a consultation and DON’T CLOSE, ask them who they know that is a good prospect for you. There’s a good chance they will come up with a name or two.

4. Targeted Direct Mail – Regular direct mail does work, it just has to be done on a MASSIVE scale. Which is a pain in the backside if you ask me. So I like to do targeted campaigns. Use a case study like the one on Carpet Cleaners and mail out something to just carpet cleaners in your territory (by the way, your territory is larger than you think…. It’s your whole state and not just your backyard.). The great thing about a campaign like this is that you can invest more in each candidate. For example, the normal direct mail campaign to 1,000 prospects of all shapes and sizes will usually run you about $500 just on postage. So each prospect gets about 50 cents worth of investment when you count the envelope, letter, and stamp. Impressive!

Now let’s look at a targeted list of Carpet Cleaners. I pulled up a list for all of them in my metro area here of 3 million people and found there were only 13 that met my criteria for revenues, employee size, etc. I expanded the search until I got to 25 around the area. Now that’s targeted. If I invest the same $500, I can now invest up to $20 per prospect. So I can actually mail them a small package or something really creative. The odds are, all 25 will GET the piece, and all 25 will OPEN my piece. Beats a 1% call rate from shotgun blasting direct mail any day.

5. Sporting Events – I live in big sports town. We have the Rams, Cardinals, and Blues. All of which have done well over the past 10+ years and been to the playoffs or won championships. So it’s a big part of the town and much of the surrounding area. Again, looking at my budget, I can invest $500 to $1,000 in marketing and maybe get in front of a few folks or I can take that $500 to $1,000 and buy 5 to 10 seats at a game. Imagine getting a letter or call from me asking if I can take you to a game. No strings attached. Come to the game. I have you for 3 hours… This is best when you ask clients or strategic alliance partners to invite a business owner they know. It makes a great CNE for them, and opens the door to a new client.

6. Dinner Out – The theme here is if you have a couple hundred dollars to spend on marketing, do it right… This is yet another strategy where I can get a targeted lead in front of me for about 2 or 3 hours in a casual setting and really get to know them. Again, go back to your clients and strategic alliances and ask them to bring a guest to dinner.

7. Strategic Alliances – We’ve all heard about this one and quite frankly it’s about as mythical as a unicorn for most coaches. Here’s the secret… If you want to develop great strategic alliances you have to do two things. 1. Show them the money! – They have to see a FINANCIAL MODEL on how this relationship is going to make them more money. YOU CAN’T SKIP THIS. 2. You have to stay in constant contact with them. At a minimum, setup a 15 minute call each week.

8. Speaking – Want to make more money…. Go speak! Coaches that speak earn on average more than 40% more than those that don’t. I love this strategy and always sign a client or two. I speak at office training events, quarterly planning or team events, rotary clubs, chambers, industry conferences, and networking groups/events/lunches. Put time on your schedule to focus on booking yourself to speak.