Actionable steps for getting more clients than you can handle.

1. GET MORE CLIENTS
IN 2013
5 Things to Do Before Noon to
Exponentially Grow Your Business

2. Why You Are Here
• Get organized around lead generation, marketing and sales
• Sharpen your focus, revisit/ adjust business & life goals
• Get educated in areas that will drive immediate business
results
• Establish NEW BEHAVIOR and break old habits
• Establish accountability relationships

3. Why This is Different
• Learning what the top agents and service providers do
each day is not the answer
• They have established awareness and brands
• Their past clients and current deals are magnets for
their future business
• Their contacts, referral lists and testimonials go on for
miles
• Listening to them present is not effective- they are
back to their focus and not interested in you
implementing

4. The Answer- Fall in Love
If you love what you do and those you work with then you
will be energized to do your best work each day!

5. Today’s Session
• The Red Velvet Rope Policy- choosing your ideal clients
• Get organized technique- review a FREE tool that will
serve up your daily contact assignment
• What you do and why- dialogues that sell
• The 5 things you can do daily to exponentially increase
the clients you work with
• Next steps for implementing this 60 Day Challenge

6. The Red Velvet Rope Policy
• When you define your best client, you’ll do your best
work
• You’ll love every minute of the work you do.
• People will be talking about your work.
• You’ll get more clients

7. The Red Velvet Rope Policy (2)
• In addition to defining your perfect client, remove
your duds
• Those who drain you & you dread to work with
them
• It’s a filtration system for your business- it filters
your ideal client
• The old man, the boy and the donkey

8. The Values of my ideal client
• People who already believe my services will
work for them
• I’ve built trust and awareness to get there
•People who think I know what I’m doing
• They trust my choices, don’t regard me as
“an assistant” that they control
•Kind, generous and Life Long Learners
• Open for growth opportunities

9. The Red Velvet Rope Policy (3)
• Exercise
• Define the values of the people with whom you
do your best work
• Draw 3 columns & add clients to the appropriate
column
• a. Ideal/ b. Mid Range (everyone else, attempt to
move to ideal)/ c. Duds (attempt to work it out,
if not refer them and part ways politely)

13. What you do and why
1. Hi my name is Dawn Doherty and I help Real Estate
professionals & entrepreneurs get more clients
than they can handle.
2. I am passionate about the freedom that being an
entrepreneur offers. I want to serve those who have the
same passion so they can have the freedom they
want and earn the money they deserve.
Tagline: I’m the person to connect with when you’re
ready to start a love affair with your business.

14. Solid Dialogue Formula
1. Summarize your target market in 1 sentence
2. Identify and summarize the 3 biggest & most critical
problems that your target market faces.
3. List how you solve these problems and present clients
with investable opportunities.
4. Demonstrate the NUMBER ONE most relevant result
you help your clients to achieve.
5. Reveal the deeper core benefits your client’s
experience.

15. The 5 Things
• Investing in your relationships is paramount. When people know what you do, and they
like you, and they need you, they buy from you.
• My Brooklyn Heights story- $40,000 mistake!
• The 5 things you should do each morning. More people will know about you and buy
from you:
1. Talk to a stranger
2. Share something cool
3. Show you care
4. Make an introduction
5. Hang out

16. 1) Talk to a stranger
What?
Send an email to one person you’ve never spoken to before
Who?
Identify people who you admire, who can help you to create the business of your
dreams. Sources for this:
1. Your friends’ LinkedIn contacts, LinkedIn search
2. Your friends’ Facebook “friends”
3. Google search, other research
60 day challenge
Each month draw up a list of 20 people who you can help in the future and who are
well placed to help you one day.

17. 2) Share Something Cool
What?
Each morning send something cool to 3 people in your network. Go online and find
links to articles that are interesting. Send them to relevant people.
Who?
Once you read something go through your database and choose the appropriate
person: Dawn likes knitting, send her the latest patterns from http://knitty.com
How?
In the Subject line: Saw this and thought of you. In the body of the email: What do you
think?, link to share. Sign off with another question “when can we catch a coffee?”.

18. 3) Show you care
What?
Send somebody a note to tell them you are thinking of them.
Who?
Pick a person in your network. You don’t need an excuse. Social networks like Facebook
offer opportunities for acknowledging and congratulating people.
How?
It takes fifteen minutes a week to write 5 cards and put them in the mail- just do it.
By the way
This is about good karma and being a great person- don’t expect anything in return!

19. What?
4) Make an introduction
Introduce one person to one other person each day.
Who?
Pick two people in your network who are RELEVANT to each other but who don’t
know each other yet.
How?
Begin with an email: “Clay meet Casey, Casey meet Clay. Clay works with service
providers to optimize their social media presence and Casey shoots and edits amazing
Youtube-ready video.”
Then set expectations: “ If you get to connect and hang out, that’s great! If not, no
obligations here.”
“Speak soon and keep well.” And that’s it.
See the Law of Reciprocity start working for your business soon after!

20. What?
5) Hang out
Hang out on Twitter, LinkedIn, Facebook or wherever your clients are hanging
out, for a maximum of 15 minutes per day.
Who?
Anybody relevant. Social media is an invitation to converse.
How?
1. Check the “Birthdays” on Facebook- give a personal shout out
2. “Like” and comment on posts that make sense for you and your brand
3. Status update- fun, non-salesy. Pictures in Facebook rule!
4. Promote your friends through tagging them. Share their posts.
Why?
Become MORE VISIBLE and MORE useful. Stay top-of-mind.

21. “Take away” Menu
1. The Red Velvet Rope Policy
1. Identify your ideal client and find more of them
2. Easy contact organization
1. sign up for Contactually at http://contactually.com
3. Create your “What you do & why statement”
1. Buy “Book Yourself Solid” & download the workbook
4. Implement the “5 Things to do Daily” 60 day Challenge
1. Time block, checklist & accountability partner check in
5. Do one of the following “Options to Implement”
1. Don’t let this session be a waste of time- change behavior that leads to success

22. Options to Implement
1. 8 Week “Book Yourself Solid” live
teleseminar w/ Michael Port
http://bysoffer.com
2. “Power Session” one-on-one
http://makeithappenmaven.com
3. Online coaching & exercises
http://getmoreclientsdd.com
(Closed Facebook Group)
Get Clients
in 2013 Stay tuned for more sessions
Contact me to take this to your
group at dawn@dawnd.com

23. dawn@dawnd.com