The following steps when done in order, will assist you to integrate the various skills, tools and perspectives from this program into one coordinated plan of action to assist you as you seek to gain and keep more customers at a profit.

Here are the steps:

1. Identify and write down your outcomes and the financial goals for yourself and your business in the next 12 – 24 months

2. Determine your remarkable ability – what are you excellent at?

3. Define your products / service and the value your customers receive from working with you

4. Identify your desired customers (…and referral sources)

5. Write out the measurable results you plan to achieve for your customers

6.State your aims, in detail – using the above information to assist you

7. Build your process to deliver results for your customers (for presentation to customers)

8. State all your credentials and list your track record in delivering customer results – Start seeking testimonials

9. From these pieces, build or update your marketing materials

10. Introduce a Customer Relationship Management (CRM) system into your daily activities

11 Develop your “500 Name List” of the people in your natural market

12. Write down:

• Ten people who emotionally support you
• Your community - All the people who provide planning and action step support
• One Hundred Professions - list all the professions that you are aware of

13. List 100 Professions, and populate your 100 Professions list with people from the 500 List (identify gaps and areas where you are unsure of skills of people on your list)

14. Start calling and meeting the people on your list to record their skills. Gauge their desire and interest in getting referrals from you. Also fill in any gaps in your list by asking for referrals to professions where you currently do not have qualified people

15. Identify your top 20 potential customers from your 500 List, and set those people aside (for now)

16. Identify the 50 people (from your Circle of 10, Community, and Professions) with whom you have the strongest relationship

17. Start booking appointments to introduce your credo package and marketing material to the 50 people and to get response and referrals from them

18. As you gain referrals and access to new potential customers, start using a relationship-based sales approach (or your adapted version) to generate new customers

19. In the meantime, identify 1 to 3 niches to pursue

20. Identify up to three strategies to tap your desired niches

21. Develop your action plan to implement the chosen strategies to tap your niches

22. As part of your action plan, determine the activities you will need to do (given your niches and chosen strategies) to achieve your desired results (from #1, above)

23. Incorporate daily and weekly planning and tracking as you go

24. Debrief your progress along the way, making conscious steps to protect your personal space and personal capacity levels

25. Continue to increase your awareness of yourself and others using active listening skills

26. Incorporate active planning for upcoming negotiations into your activities

27. Continue to work on your presentation skills along the way

28. As you continue, remember to play a big enough game, to focus on the process as well as the destination, and always look to add some fun!