"Always do your best. What you plant now, you will harvest later." -Og Mandino Defining L.E.A.D.S? 1. L = List of names & 2. E= Email addresses 3. A = Addresses to mail 4. D = Digits to dial 5. S = Segmentation for distribution Lead cultivation does not start with what to do, or even how to do it. Lead cultivation must start with understanding why. In fact, every decision we make must start with why. Why do you need a lead’s name, phone number, email (Facebook contact) or mailing address? Why must the lead’s info make it into the correct CRM database or spreadsheet? Why should they set an appointment with you? Why should they meet with you? Why should everyone with a problem get your solution? Why are your products superior? Why are you a great solution? Why is your company A great company? Why should they make the decision right now and not 2 months from now? Please watch this short video from Simon

Finding Your Niche’ Pays When Dirk Downing first got started in healthcare marketing he was faced with many of the challenges all marketers face. With so much opportunity, where do I put my effort? As a recent PHD graduate from Mizzou in Sport Psychology, Dirk, was stuck and needed to find clients for his sports performance and athletics mentality practice. Starting like every other healthcare practice he had zero clients to serve. Dirk remained open minded when he started his practice 9 months ago. With a website he built on squarespace and not much in funds for marketing, Dirk knew he needed to find revenue and find it fast, if his practice was ever going to survive. This is when he had his breakthrough idea that changed his revenue and started the client acquisition process in his practice. Golf! Dirk was not talking about networking on the golf course, although he still does that, he specialized, niched down, and zoned in on golfers to help them reach peak performance. To fin