So Jim, where do I start? How do I TAKE OFF?. Well, during the next several episodes we are going to talk about the 3rd Engine of Take Flight, RELATIONSHIP MANAGEMENT. It joins MINDSET and PRODUCTIVITY as the 3 foundational principles needed to get your business off the ground. If you can master these 3 areas, you are 90% there. So, we need to begin at the beginning with an exercise that every broker needs to do at least once and maintain it over the lifecycle of their business. This exercise is to identify all of your past clients and create a list if you don’t have one. If you do have a list or a functioning database, it’s time to do an audit of your list. It doesn’t matter how sophisticated your business is, you need to do this audit at least once a year.

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