Learn their philosophy Hi, it’s Dr. Jean, The Results Queen®. Yesterday I was speaking with one of my clients who was talking to me about his target audience. His target audience, he defined as high net worth individuals who were in their 30s and 40s. So I asked him, “Where are you going to find those people?”. The fact is that most of us don’t define our target audience like our science project. Now, when we were kids, our science project was really important to us to get an A on. Well, at least for me it was, and it

Virtual COIs…How to Get More Hi, It’s Dr. Jean, The Results Queen®.  If you get business from centers of influence, then you’re going to want to hear this.  I tried something yesterday that I’ve never done before in terms of centers of influence.  Now, the first part I’ve done before, but the second part I haven’t never done before, and I want to tell you the results.  So the first part I’ve done before, and that’s when I meet with a center of influence, I will say to them, “look through my LinkedIn, tell me who you want to connect

Can you close a Prospect in 2 Meetings Hi, It’s Dr. Jean, The Results Queen®.  Yesterday I got really great news.  One of my clients was able to close a prospect that she was working with, or what I call a potential client, in just two meetings.  And she was so super excited because she told me that if we had not worked together, she would have overcomplicated the whole process and she would have lost the prospect, or it would have taken her months to close that prospect as opposed to just doing it in two meetings.  So my

Do you have the right follow-up strategy? Hi, It’s Dr. Jean, The Results Queen®.  I was just speaking to a colleague about following up with potential clients, or prospects, as you might call them.  And in our conversation, we talked about the two different types of follow-ups that you have to conduct.  The first follow-up is with people who are super responsive.  They’re the ones that keep sending you emails saying, “Yes, I really want to work with you. I just need to do this.” Or “yes, we promise that we’ll be working with you, I just need to do

Why you need an objection playbook for business development Hi, I’m Dr. Jean, The Results Queen®.  Do you have an objection playbook?  Do you even know what an objection playbook is?  Every great business developer has an objection playbook.  So what is an objection playbook?  Well, we all know the objections that our potential clients or prospects, as you may call them, give to us during our new business development conversations.  What I’m suggesting that you do is write down all of those objections and then figure out your responses to those objections and then rehearse them so that when

How to move potential clients towards making a decision Hi, I’m Dr. Jean, The Results Queen®.  And today I’m coming to you for my most favorite comfortable chair in my house.  So many of our clients have been asking us for solutions on how to conduct their business development. I’d like to share those solutions with you too.  As someone who’s been working remotely for over 10 years, I know what it takes to conduct their business development even from your most favorite comfortable chair in your house.  So let’s get to those solutions.  And why my most favorite comfortable