Getting Clients Newsletter November 2004 Welcome to GETTING CLIENTS! A monthly newsletter for helping private private practice professionals get clients and build your ideal practice. Click here if you are recieving this from a colleague and wish to subscribe Click here if you would like to share this newsletter with a colleague To listen to our Seminar of the Month click here CONTENTS Announcements November 3rd Free Seminar- How to Turn Your Platform Into a Personal Fortune December 1st Free Seminar- The Enrollment Conversation How to Get Clients Full Practice Training! starts November 3rd NEW! Listen to our Seminar of the Month FREE for 30 days Free audio program- Using Affliate Programs to Develop Passive Income. Feature Article: How to Create a Powerful Platform: An 18 Point Checklist Cool Resource of the Month Invitations ANNOUNCEMENTS 1. November 3rd Free Seminar- How to Turn Your Platform Into a Personal Fortune with special guest Annie Jennings Are You Sitting On An Acre Of Diamonds? Want to be #1 in your field with the evidence to back it up? Join us for How To Turn Your Platform Into A Personal Fortune. This outstanding and information-packed teleseminar featuring Annie Jennings of the national PR firm, Annie Jennings PR reveals the secrets of creating and using your platform as your tool to creating mega-success in life and into your own personal fortune. You'll learn the role your platform plays in closing deals, creating new opportunities, increasing your value to your clients, building new and powerful business alliances, getting the six-figure book advance & more. You will also learn how to maximize the impact of your media placements to build an impressive BIO, one that opens doors and influences the right people. You become THE CHOICE! Be sure to check out Annie's article below on How to Create a Powerful Platform: An 18 Point Checklist BONUS #1: All who attend will recevie a FREE CD- How To Use Radio, TV & Print To Build Your Business BONUS #2: All who attend are offered the free digital recording of PR Myths: What The Media Loves & Hates during the teleseminar. For more information about this and future Free Practice-Building Seminars click here To subscribe to this newsletter and receive free seminar announcements click here. 2. December 1st Free Seminar- How to Get Clients: The Enrollment Conversation with David Steele Private practice professionals conduct a very intimate, personal service. Usually, a prospective client must talk with us about their situation and needs, our services, and connect with us 1:1 before making the decision to hire us. This is the origin of the "Free Initial Consultation" or "Complimentary Session." If you can get someone to enter a conversation with you about their needs and your services, you are halfway home. If they connect with you and believe you can help them, converting them into a client is usually pretty easy. In this seminar we will cover what the enrollment coversation is and how to do it effectively, including: What is an "Enrollment Conversation?" "Formal" and "Informal" enrollment conversations "Broad" and "Specific" enrollment coversations How to get prospective clients to engage you in an enrollment conversation How to conduct an effective enrollment conversation For more information about this and future Free Practice-Building Seminars click here To subscribe to this newsletter and receive free seminar announcements click here. 3. How to Get Clients Full Practice Training Launches Nov. 3rd If you do not yet have a full practice, this program is for you! You must survive before you can thrive. To survive in private practice you must master the skills and strategies for getting clients. This 8-week program includes: Weekly teleclasses, Wednesdays 3pm pacific/6pm eastern Step-by-step e-mailed assignments E-mail discussion list for support and feedback Supplemental audio recordings for missed classes, more info E-version of the “How to Get Clients Toolkit.” The pilot version of this program went exceptionally well, receiving comments from participants such as- “I really like the way the content is organized. It seems obvious, simple and easy while being rich and deep.” “Thorough delivery and materials. It's like having a consultant to guide you through to a successful practice. I wish I had this sooner!” “This program is dynamite!” Please join us! Wednesdays, November 3rd – December 22nd 3:00pm pacific / 6:00pm eastern For more information click here 4. NEW! Listen to our Seminar of the Month FREE for 30 Days Due to popular demand, after each seminar of our Monthly Practice Building Seminar Series, you will be able to access the audio recording FREE for 30 days before it goes into our members-only Audio Catalogue. Also, our best practice-building audio recordings are now available for purchase! For only $4.95 you can access the internet audio recording and/or download the MP3 file to save to your computer, burn to a CD, or add to your MP3 player. To access our Free Seminar of the Month and view our catalogue of practice-building audio programs available for purchase click here 5. Free audio program- Using Affliate Programs to Develop Passive Income Chances are, you already refer your clients and colleagues to certain products and services that you know to be useful. Affiliate programs allow you to generate income through these referrals and create a Win-Win-Win: Win #1: Your referral wins because they discover a good resource they might not otherwise have found Win #2: The people offering a useful service or product gets business that might otherwise have gone elsewhere Win #3: You earn income for helping someone you care about find a good resource for their needs T his seminar covers: Why affiliate programs are important to your business How affiliate programs work How to identify compatible affiliate programs How to sign up Negotiating favorable terms How to use your website and e-zine to generate affiliate sales Boosting results with co-marketing ventures Besides wanting to help you build a successful business, I want create a win-win by helping YOU to help ME promote my products and services as an affiliate. Please listen and learn all the strategies I know about this easy and profitable way to earn passive income. And while you're at it, join my affiliate program! To listen click here Table of Contents FEATURE ARTICLE How to Create a Powerful Platform: An 18 Point Checklist By Annie Jennings A powerful Platform can help you close deals, get The Account, get the Six-Figure Book Deal. Your Platform can make you "THE CHOICE;" not just "one" of the choices- but "THE CHOICE" for the best opportunities for your business. What is a Platform? A Platform is everything that you bring to the table such as accomplishments, education, businesses awards and successes, your reputation, your contribution to your industry and what you stand for, that is, your mission statement and lots more. A Platform is similar to branding but it is a step beyond traditional branding. A Platform showcases you and allows people to understand who you are and how you can help them. A Platform is similar to the spokes in a wheel, each spoke is separate yet each one is important to the whole. The more powerful the spokes, the more powerful the wheel - the more powerful your Platform. A Platform is what makes the difference between getting the "six-figure advance" or getting the "account" or "closing the deal". How will your Platform help you? A Platform is a "convincer." It removes the doubt in anyone's mind that you are the best choice for whatever it is- the speaking event, the keynote address, the consulting gig, and/or the book deal. It's about creating certainty that you are indeed the best possible choice-supported by evidence. This evidence is what we call your Platform that is, the spokes in your wheel and the evidence speaks for itself. A Platform allows you to stand above the rest-to be seen above the crowd. It allows you to rise to the top. A Platform makes you THE CHOICE. Not just "one" of the choices- but THE CHOICE. WHY? Because You Deserve It! How can you build your Platform? Many people have certain basic elements of the platform already and will need to build up in the other "spokes" or areas of a Platform. Below is a checklist for you to follow. Platform Check List: 1. Are you the author or co-author of books and articles? The more books and the more articles the better. E-books count also and are relatively easy to create. 2. Have you achieved Expert Status in the media, including TV, Radio and Print? Have you appeared on national TV, had articles written about you? Have you received media coverage in any other country? Are you mentioned in any national magazines or industry trade magazines as the commenting expert (just a quote will do!). When the media thinks of your area of expertise, do they think of you? 3. Have you developed any products such as audiocassette series, video series, internet courses, any innovative products that you have developed to help your industry? 4. Are your books and articles appearing in other countries, translated to different languages? 5. Do you have speaking engagements? Did you address large audience or companies with names people would recognize? Have you done an impressive number of speaking engagements? Have you spoken outside of the country? Were you a keynote presenter? The more well-known and influential your speaking engagements - the more powerful your Platform. However, even if you are not at the top national you can speak to other groups to help you build up in this area. We all have to start somewhere! 6. Did you contribute your industry or achieve or breakthroughs? Have you received awards or recognition? Did you develop new business processes that enhanced your industry? Have you built a better mousetrap (example: Annie Jennings PR's Pay For Placement Publicity Program or HOT 25! HOT 35! Or HOT50! National Radio Campaign - these programs have helped the PR industry greatly)? 7. Have you toured the country promoting your book? How many cities did you go through, how many interviews did you do, where did you speak, where did you hold book signings, did you sell an impressive amount of books? 8. Have you hosted or co-hosted a radio show, or have been a regular guest? Do you have your own radio or local TV show? Internet shows are easy ways to get started! 9. Do you have endorsements or testimonials from industry leaders? 10. Did your book make it to any bestsellers lists? Did it receive any awards? 11. Are any companies offering your book or products to their staff? Or is your work distributed throughout any organizations? And if so, how many companies, employees and people did you reach? 12. Was your book featured in any magazines? Or excerpted for any periodicals? Did you write any professional articles that appeared in important industry journals? 13. Do you have an ezine? How many subscribers? 14. Do you lead a discussion group via your ezine or on the web? Do you have a source of dedicated "listeners or subscribers"? 15. Do you have a mailing list? How many people on your list? 16 Are you conducting Teleseminars for your industry? How many callers do you have? Who have you interviewed? What topics did you cover? 17. What are your credentials? If you have them, they are part of your Platform however, notice this is the last question I am asking you. This is because in certain areas and of course, this is not medicine etc., professional experience and accomplishments give you lots of "credentials". However, if you can get your credentials - go for it as they only add to your Platform! 18. Do you have a Mission Statement? This is very important! What is it that you stand for? What is your message to the world? Do you need a team of professionals to build your Platform? Of course! Always surround yourself with brilliance. Plus, learn all you can about your website, writing our own web friendly material, search engine placement, ezines etc. so you know how to do these things yourself. And when choosing an expert to help you always apply good judgment and be sure you understand the agreement in advance, go over the fees involved, be sure the expert understands your objectives (show a visual if you can) and you understand what the expert can deliver. Always choose an expert with a strong history of achieving results. Do not work with start-ups as this will cost you time and money plus you do not have "certainty" that they can finish the job or provide the outcome you desire (start-ups need to develop their own platform so you will want to choose them). How long does it take to build a Platform? Since a Platform is your accomplishments, it takes time to create a powerful Platform. However, NOW is an excellent time to examine your Platform and learn, start and/or continue building your Platform over time. About Annie Jennings: Annie Jennings of the national PR firm, Annie Jennings PR, is a highly acclaimed national publicist whose vision and insight have revolutionized the publicity industry. Recognized leader in their field, Annie Jennings PR, is the hottest PR company who willingly shares their strategies and secrets to getting get PR for yourself so everyone can enjoy mega-success in their publicity efforts. Annie is famous for the HOT 25!, HOT 35! and HOT 50! National Radio Campaigns where you are ONLY booked on fabulous, high listenership, tops shows in the hottest markets in the country! Annie says "why get booked on the small radio shows in the small markets when you can get the big ones?" Annie is well-known and respected for her outstanding Pay For Placement Publicity Program where clients only pay for the media opportunities they accept and for her powerful and new HOT PUBLICITY Program---another revolutionary PR program that offers you one year of continuous top national media exposure! "Annie Jennings is the best publicist there is!" says Hal Lockwood, Publisher, whose client appeared as the only guest on OPRAH due to Annie's efforts! Contact Annie at 908.281.6201, www.anniejenningspr.com and let Annie know all about yourself at http://www.anniejenningspr.com/experts.htm and get your FREE Publicity CD when you fill out the form! Be sure to join us on Wednesday November 3rd for Annie's free seminar Turn Your Platform Into a Personal Fortune. Watch your e-mail inbox for the invitation and bridge number for our subscribers. If you are reading this on our website or received it from a friend, and are not yet a subscriber click here. It's free! Table of Contents COOL RESOURCE OF THE MONTH I have tremendous respect and admiration for Annie Jennings as pioneer of the Pay for Placement Publicity Program where you pay only for the media placements that you accept. All you need to do is sign up (it's FREE) on her website here You just gotta visit her website. I believe strongly in marketing by providing value, but Annie blows me away by offering free seminars, free CDs, special reports, book marketing resources, newsletter, and more. It's enough to leave you breathless! INVITATIONS We invite you to share this newsletter with a colleague. There is a tremendous need for our services, and we need to work together. Practice development is always in need and we want to be the leaders in our field. Please contact us with ideas and resources you have found useful so we can pass them on! We invite you to get the support you need to be successful in your practice. We are available for information, training, ideas, mentor coaching, etc. We invite you to become an affiliate of BuildingYourIdealPractice.com and begin to earn extra income just by sharing our programs and products with your friends and colleagues. For more info click here. If you are a private practice professional who received this from a colleague, we invite you to visit our web site and contact us for information on joining us. How do you like our newsletter? Your feedback is welcome! Until next time… David Steele, MA, LMFT Founder and CEO of BuildingYourIdealPractice.com The purpose of this newsletter is to connect, support each other, inform, and build a strong community of helping professionals who want to have thriving businesses and fulfilling lives. Your submissions and feedback are welcome! Click here if you would like to share this newsletter with a colleague. Our Mission: To provide the tools, information and support to help private practice professionals have their ideal practices in the most effective and efficient ways possible. Copyright notice: This newsletter is copyrighted and all rights are reserved. Feel free to share with others as long as our contact information and authorship is included. U.S. Library of Congress ISSN#:1530-3055 Table of Contents

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