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The 2 Secrets To Crank Up Your Deal Flow

Thursday, December 01, 2022

The 2 Secrets To Crank Up Your Deal Flow

Today is an important subject…the secret to crank up your deal flow.

Now there's a couple things about that. Two corollaries. One is that a lot of people, particularly in service businesses, get caught into the trap of securing a certain amount of business and then they have to go produce or service that business.

And they don't do any very little marketing while they're doing that. And one day they wake up to discover that they've done a great job, but they've also put themselves out of business.

The solution to that is, you never turn off the marketing machine. My rule is every day, every single day, we gotta do something to keep new blood flowing into the pipeline that is going to evolve and turn into business. And if you let a day go by because you're too busy doing this or too busy doing that, then it's easy to let two days go by and then let three days go by and pretty soon you've established a new and different pattern that is not productive for you or your business.

So my rule is every day there's gotta be some mail going out, or I've gotta be on the phone with some person who is ready to do business. Somehow we've gotta be keeping the pump running that puts new blood into the business.

In many service businesses, the choice you have is feast or famine. You either have too much, or you have too low. Better to have too much than it is to have too little. Confucius said many things, but one of the good things he said was, “dig the well before you thirst”.

So you keep your systems running that are bringing in new business, even when you don't need it. You don't turn that down. You just get pickier about what you take, but you keep the systems running.

The second thing is diversity in the way you get business. A lot of people get lazy and rely on one or two or three productive ways.

When I first started to do consulting in chiropractic, I was working with a practice management guy and he had built three consecutive single doctor, million dollar a year practices in rapid periods of time. So he would go into a town, build one, sell it, move someplace else, start another one, build it, move someplace else, start another. And he'd become kind of famous for having done this.

And he said the number one question that he always got from everybody, didn't matter who they were, was, “How did you do it?” His answer was 72 new patients a month.

So people would come to him and they would want to know, how do you do that?
What's the one thing you do to get 72 new patients a month?” And what they really want is what everybody wants - they want to be handed one magic pill that solves that problem.

And his answer was, “I don't know anything to do to get 72 new patients a month, but I know 72 things to do to get a new patient a month. And I do all 72 of them.”

Now that's some of the best marketing advice I ever heard.

It’s all about having lots of open doors, lots of funnels, lots of methods, bringing you new business so that if they cycle and one's down and one's up, even if you get a slump in one place, it doesn't translate to all places. And you don't need to depend on one or two or three things to keep you alive.

You don't need great results from any one thing, you just need okay results from a lot of eggs.

So in conclusion, you gotta keep the well running, and you gotta have all of them running at the same time. To see how you can crank up your deal flow, checkout my training “Brass Balls” as a free bonus when you join my NO B.S. Newsletter. Start listening to it for free, let me give it to you along with multiple other courses worth $19,997.

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