Questions from the audience

Answering reader questions about building a book of business without family connections, finding the right platform, and measuring sales performance

So I’m trying out something new today. Recently, as I’ve been posting more of my sales-related content, I’ve been receiving questions from readers about super specific scenarios. I thought I’d answer them all at once today, in a new segment for premium subscribers.

The questions I’ll answer today are:

1. I don’t have any family connections. How can someone like me build relationships with clients or a book of business?

2. I have a personal network of potential clients who would love to work with me, but my firm’s rates are too expensive. What should I do?

3. My team’s sales performance is driven by only a handful of all stars. How do I motivate everyone else to meet that high standard?

My answers are below. I’ll also give you a chance to vote on which response you’d like me to elaborate on more—if there’s enough interest I may write a full article about it.