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How overcoming inertia will improve your business development

How overcoming inertia will improve your business development

Hi, it’s Dr. Jean, The Results Queen®. 

As a new business developer, I know that there is one enemy that is the biggest enemy of my filling my funnel and being able to close a new client, and that is called inertia. 

I find that a lot of times, many of our clients are fighting the inertia of their prospects or as we call potential clients. 

The fact is that so many potential clients, prospects, are concerned about making a decision that they end up making no decision. 

When that happens, you can’t help them. 

Let me give you an example. 

About five months ago, I spoke to a potential client for us, and she was all ready to go. 

I sent her the paperwork and then radio silence. 

And we kept up with her and I sent her a little love note as we talk about that every week.

I just wanted to check in with her. 

And it took her six months to make a decision. 

Here’s what happened to her, though. 

Within 10 days, she closed three million dollars of AUM in just 10 days. 

That means she had two coaching calls and was able to find someone, nurture them, and close them because of the things that we taught her.

And while I celebrate that because I’m super excited for her, I also cry inside because I think to myself, if you had only start six months sooner. 

And I know that all of you feel the same way when you have those potential clients who take such a long time because they’re in their own head, they have their own things that are holding them back, called inertia, that they can’t just move forward. 

So I’m going to ask you in those places, if they really are your target audience and you truly believe that you can help them is to stay with them. 

Don’t cut yourself out of the race. 

Hold their hands over the finish line. 

Let them know that you’re there for the you, and let them know that because they are not making a decision, they’re hurting themselves, even though they think they’re protecting themselves. 

So let’s all go out and fight inertia because it is really the enemy of people getting the solutions that they’re looking for. 

Let’s Connect

I’m Dr. Jean, The Results Queen®. 

And if you have a question or a topic you’d like me to talk about, please email me at

And if you’d like a free coaching session, there’s no obligation, and you have some challenges that you’d like to get solved, feel free to schedule yourself a meeting by either clicking on the link in the email or in the caption.

I’m Dr. Jean, The Results Queen®. 

Go out and get results.

If you have more questions about how to define a target audience, connect with me on LinkedIn.

And be sure to check out the next video post on Why you need to focus on RESULTS, not goals »