CHAPTER 24

Past Experience and Personal Contacts

“EVERYONE HAS A PAST,” GOES THE OLD SAYING, and in our case, your past is a tremendous business opportunity, two of them really. One is the opportunity presented by the people you have come to know over the years, and the other is the opportunity presented by the past experiences and outside interests you have had.

PEOPLE YOU ALREADY KNOW

Everyone brings to this job a Rolodex of personal contacts who could potentially become clients. The number and quality of the people in that Rolodex will determine how much you can use this market action plan. Since everyone has some qualified personal contacts, everyone can use this technique to some degree. The objective is to make sure that your personal contacts ...

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