Build relationships with 250 people who can help your clients and refer business to you. Categorize contacts into an ABC list: A are advocates, B may champion you if educated, C are unsure but worth communicating with, D should be deleted. Educate clients about your value through consistent actions so they know how you can help and will refer you. Maintain consistent, personal, and systematic contact to strengthen relationships.

1. Personality Types

2. Principle 1 The 250 by 250 Rule It’s not only who you know that counts, it’s who your clients know that is important

3. Principle 2 Build a DATABASE and ABC it A – your advocates, your champions, about 10% of your 250 list… B– people who you think could champion your cause as well as refer if you educate them about how you work, upto 20% of your 250 list… C– are the people your not sure about but want to just keep communicating with, recent introductions included… D – people to delete or defer, people you don’t want to work with…

4. Principle 3 Just let me know Educate your clients about how you work and your value to them through regular, tangible actions performed without fail

5. Principle 4 Keep in touch, consistently, personally, and systematically