Traditional Model
1. Focus on transaction
2. Write on business card
3. Shallow, rapid
4. Depend on high volume
5. Cold calls
6. Impatient, a sense of urgency
7. Instant gratification
8. Casual connections networking
9. Attend lots of events
10. Work hard to build business
New Model
1. Focus on relationship
2. Look for common denominators
3. Deeper, slower, longer time to know clients
4. Cross-sell into more diverse services (multiple streams of income)
5. Referrals and attraction marketing by position yourself as expert
6. Share your personal story to make connection with others
7. Long term development
8. Closed connections networking
9. Discriminating choice of events
10. Work smart to build business
Through the use of new model, clients appear almost as if by magic. They are eager to find out your solution and advise because they know that you don’t just care for yourself.
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