6. Strategy No. 5: Write Relationship Development Plans

Every kindergarten teacher starts the year with the same familiar refrain: “Take out your pencils, class. We’re going to practice writing the alphabet.” Remember how excited you were when you could form all the letters perfectly? Now, many years later, you might grimace at the thought of having to write—but I truly believe that if you want to develop High-Return Relationships and achieve your sales goals, you need to put a plan on paper. Focusing your time and energy into writing down your ideas, observations, and objectives makes them tangible and achievable. It shows that you’re committed to meeting concrete goals through specific actions, backed with aggressive but realistic deadlines. ...

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