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“You can have everything you want in life if you just help enough people get what they want in life.”
 – Zig Ziglar

By now you should have a keen understanding of who you are and can start determining who you want to do business with. Just as in finding your purpose, find the people you don’t want to do business  with. Don’t let them think that, it’s only their decision, you have to want to do business with each other. One of the biggest mistakes people make is thinking that, they need to do business with anyone and everyone. I was one of those people and had poor results. When you invest time with a client and but heads and/or cease doing business you both lose. I didn’t know about “qualifying” my prospects, because I thought everyone was a prospect. That led me to doing business with people I didn’t respect, didn’t follow instructions, lied to me and generally gave me indigestion. I’ve had to fire clients which was always a setback. I wondered why they couldn’t follow my system, why they did’nt see the benefits until I realized that, I was choosing the wrong clients to begin with.

When you choose who you want to do business with you wind up doing business with the right people. Seems logical yet very few entrepreneurs spend as much time planning their business as they do planning their vacation. When you do business with the right people, they will help attract more of the same people to you. That’s how the Law of Attraction works. You are like a magnet and when you define who you want to attract they are attracted. You still have to put the footwork in, otherwise that would be all the marketing you need to do.

Once you discover whom it is you want to have as your client, the next step is to put yourself in the position where those prospects will notice you. Position yourself to connect with the right people. I will discuss ways to do that in the chapter on Methods but here is one idea,  how about doing the books for an organization you belong to or a cause you believe in? It may not pay anything, but there is a good chance that, other members either have businesses, or know someone that does. As long as you serve, provide your skills and experience where and when appropriate, taking money out of the equation,  your business will flourish.

What do I mean “take money out of the equation”? You’re in business to make money. That doesn’t mean you always have to be making money and not everything you do has to generate revenue. Do the best you can do with your talent and time when the situation calls for it “taking money out of the equation”. That does not mean you are suppose to be a martyr, I said “when the situation calls for it”. These concepts I share with you, have worked for me, very well and if you believe that, they will work well for you, that’s a guarantee. You should know that, I didn’t come up with any of this on my own. I surrounded myself with the most successful people I could find and I watched, listened and learned from them. One of those individuals was Larry Broughton ( ) who said 2 simple words that helped transform my business, “Serve First”.