Building a Book of Business with Staying Power

Author: Ed Robinson

International speaker and recognized “Rainmaker” Ed Robinson will share his powerful, proven “Make it Rain” formulas with you. You’ll learn how to skillfully rethink and retool your marketing and sales efforts in ways that will help you reach and close more deals, more often and with more profit.

Discover tested, proven methods and systems top professional service firms are using to grow their business, referrals and revenues – even in this economy! This program is a marketing boot camp module that is guaranteed to bring more new and qualified clients into your practice.
If you are like many Professionals I know, you have been practicing a while for someone else! You’re thinking I could build my own practice, be my own boss and be in control of building my own wealth!

You’ve hit that ceiling where you have to start bringing in business and start your own book of business! You may have dreamt about being in business for yourself or even taken that first step toward building a practice; but you hesitate! You go to sleep at night with this uneasy feeling that you should be making a lot more money by now and achieving a level of success that still seems to elude you.

Perhaps the current economy has hit you hard, maybe your revenues and profits are falling faster than you want to admit, and you are finding it harder to land qualified clients. Your overhead is the same, but with revenues being down, you are taking home less now than ever before. Your career isn’t happening the way you laid it out, the way you thought it would be when you went through school and then when you opened up your own practice. You realize this and you’re ready to take action… but you know you need the right plan.

Publication Date: April 2019

Topics Covered

• Module 1: Overview
• RAINMAKER Strategy for Success© Model
• Module 2: Setting Goals & Solving Problems
• Setting Goals
• Key Points and Ideas
• Module 3: Creating a Marketing Plan
• Marketing
• The Marketing Disconnect
• Marketing Needs
• Penetrating the Market
• Ed's Magic Marketing Mix
• Your Magic Marketing Mix
• Strategy for 80/20
• Market Expansion Equation
• Touch Program (Relationship Support)
• How well does the touch program work?
• MasterMind Mentoring Group
• Strategy for Advocates
• Module 4: Making it RAIN
• Module 5: Ask Questions
• Module 6: Implement a Solution
• Module 7: Negotiate Start

Learning Objectives

• Identify how to skillfully rethink and retool your marketing and sales efforts in ways that will help you reach and close more deals, more often, and with more profit
• Describe the Capabilities Model
• Identify how many contacts a month with potential clients should be made
• Recognize what you would avoid if you want to gain market penetration
• Identify how to utilize a Master Mind Mentoring group
• Recognize what to do when building a rapport with a potential client
• Describe how to engage your potential client utilizing the four main component marketing strategy
• Describe brain state
• Identify and apply your marketing mix
• Recognize how to utilize the touch program
• Identify when you would use the DiSC assessment tool

Level
Basic

Instructional Method
Self-Study

NASBA Field of Study
Communications & Marketing (2 hours)

Program Prerequisites
None

Advance Preparation
None