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I seem to have laser-like focus in my mountain bike race training. I'm constantly motivated to learn more about training, equipment, nutrition, and race tactics. It never wanes. However, I easily get frustrated with my progress in my Ideal Life Evaluation Program journey and I fall back to old habits (frustrating me more). Are there any good books, websites, or any other resources to help me achieve the same business focus as I have with my mountain biking?

Article ID: 496

Last updated: 20 Nov, 2019

Use your Success Road Map and Personal Inspiration Board to find reasons to do what you know you need to do, especially when you don't feel like it.

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I have heard of laser marketing techniques to target specific folks you want to meet and get in front of. Once introduced, how do you move forward to the next steps of the initial consultation with a busy business owner?

Just received a mailing list from a friend and potential Ideal Client (600 names). He knows everyone on the list and attempts to cycle through and contact 2 per day. He is not an Ideal Client yet. I have given him a book, but not been able to get his wife to commit to a Phone Consultation or a Financial Road Map®. She was going to retire and the company just offered to retain her. When it settles, I hope to do a Financial Road Map® with them. In the meantime, do you have any thoughts on what might be appropriate to do with the names on his list? They're not Ideal Client referrals, but not totally random either. There are email addresses for about 20%, phone numbers for about 25% and addresses for 100%.

Can you describe what a typical deliverables team looks like?

I have a relationship [developed last year - "pre-BAI"] with a senior person at the Major League Baseball Players Alumni Association that needs to be followed-up on. In fact, he owes me a call that I would like to preempt by calling him. I believe the Financial Road Map® experience, and the three meeting process, etc., could offer solutions to many of the problems voiced to me by not just Major League Baseball, but by others in professional sports [some of whom I may have access through people I know]. I need the words to use for my centers of influence [these with direct access to sports personalities] to get them to give me access to their constituents. This is not a situation for me to run a Road Map [they are not physically close] but one where I would like to get their interest to possibly invite me to meet with their Board and/or refer me directly. I need a script!

I recently completed a Financial Road Map® for a referred couple. At the end of the Commitment To Hire Conversation™ they enthusiastically said ‘yes’ to hiring me and we completed the paperwork to get things started. I am not sure if my answer to the couple’s next question was the best response: The client said, "You know I'm the President of Bradford Christian Academy, and as such I need to make financial decisions every day. One of the things we review on every purchase or project and this includes consultants who we bring in from time-to-time. One thing we look at is our Return on Investment. Since the services you provide are not necessarily financial, other than portfolio performance, how would we determine the dollar value of our business together to use to determine the Return on Investment on the relationship?" My response was, "Well Vicki, you and Bob do not have any plan in place now for retirement, college financial planning, and other major purchases, which is what has brought you to this point in our meeting. You are also concerned with your portfolio and how it is invested because neither of you are professional investment people and you're looking for help in that area. You have big dreams and values and right now are not sure how you will achieve them with your current process. So I guess I would ask you, what is the value, monetary value, you would place on a comprehensive plan that would give you the peace of mind to rest knowing you have a plan to give you the highest probability to achieve these items on your road map regardless of what happens in the world?" I felt guilty because I turned the question back to them and they said they would have to think about that answer and hadn't thought about it that way. Do you have a better answer that you would have used? I feel that I did not really answer their question, but I am not sure I could have come up with better answer than that.

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