Building a practice isn’t easy. But it isn’t that complicated either. At its worst, it’s slow and tedious. The key to momentum is consistent application of a few basic principles:
1. Do quality work.
2. Build a strong network of business allies.
3. Get in front of them as often as possible.
4. Give generously to them.
And keep doing these things even on days when you feel like they aren’t getting you anywhere.
I believe that anyone can develop business if they stay the course. I have seen introverted professionals develop significant pipelines through a few key relationships. I have seen uncharismatic professionals build up a steady flow of referrals. But I have yet to see a quitter make it work.
Basketball players practice the same tedious moves over and over. Dribble. Pass. Shoot. Dribble. Pass. Shoot. And it is in the very ordinariness of the consistent repetition that they become good at the game.
By David Ackert
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