If you missed my last post: The Preloaded Year. I’d like to think that all my posts are valuable to you in some way, shape, or form. But I believe this last post is especially valuable because it not only encouraged you to keep your foot on the practice development accelerator through the end of the year, it told you how to do it and gave you a calendar and a formula for planning next year.
On to this week: Ever read the book, All I Really Need to Know I Learned in Kindergarten? Well, all I really need to know about building and growing my BVFLS practice I learned from Santa Claus. Set yourself up for an incredible 2021 with the new 12 days of Christmas – 12 lessons every practitioner can learn from the man in red.
#1 – Deliver on time.
Would you still believe in Santa Claus if he came late or missed a year.
#2 – Everyone loves a giver.
Don’t always be a taker. Win your prospects over with your generosity.
#3 – Hire a team of hardworking people that make you look good.
SC gets all the glory, but the elves work hard to make it look easy. Maybe you need to hire some elves (think talented, hardworking, and maybe offshore).
#4 – Build your database.
SC has a list, and he checks it twice. Most practitioners don’t have a list.
#5 – Qualify the audience of people you serve.
SC grades the kids on that database as either naughty or nice. Do you grade your prospects, clients, and referral sources? Who’s been naughty? Who’s been nice? You know what to do.
#6 – Teach your clients how to treat you.
Every kid knows to leave out milk and cookies for SC. Do your clients and referral sources know how to help you?
#7 – Leverage.
SC has a team of doppelgangers who work the crowds at every shopping center on the planet starting after Thanksgiving. This allows the real Santa to get the real work done.
#8 – Limit access.
SC has things set up so you can’t reach him whenever you want. You’ve gotta send your request to an obscure PO Box at the North Pole. Are you too easy to get a hold of?
#9 – Run special events.
SC is the original Product Launch Formula guy. (If you don’t get the reference, Google Jeff Walker.) He builds massive anticipation and even gets your kids to do a countdown before the big morning.
#10 – The costume.
If SC wore regular clothes like everyone else, he wouldn’t stand out. He’d look like everyone else. Do you have a “costume” that makes you THE advisor?
#11 – Get others to talk about you.
Santa’s PR elves get everyone taking about him so he never has to talk himself up.
#12 – Build a business that gives you free time.
With his team, SC does not work all the time—certainly not 24/7/365.
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Next INSIDER webinar
Join me this Friday, December 4 at 1pm ET on Practice Development INSIDER for my interview with Michael Blake and Ed Mysogland. If you want to know what goes into putting on a BVFLS podcast, this interview is for you!
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Don’t be good. Be great.
I’ll be back on December 16.
PS – Whenever you are ready, here are 4 ways I can help you build/grow your BVFLS practice:
1. Join Practice Development ROUNDTABLE
It’s a Facebook community for BVFLS professionals who are collaborating on how to turn the practices they have into the practices they want.
2. Download this Find Your Niche infographic
The riches are in the niches, as they say. But what’s missing is a process that can help you identify your niche. This infographic is the missing process.
3. Take a free Practice Self-Assessment
I have 10 quick questions, and your answers will help you get a sense of how well your practice is working for you.