Again though research, I realized that 100 clients was the maximum that I could manage properly. This didn’t mean I marketed to only 100 clients, I just marketed differently to separate and unique segments within my database. I called my “vital few” my TOP 100 and segmented that group into separate and defined categories (Platinum clients, Gold clients and Silver clients and then contacts 101+ were my Fringe contacts). You’ve probably seen other categorization concepts using letters like A+, A, B etc). I named my categories after the American Express card types. I don’t remember the reason but at that time, I just felt the words carried more weight than the lettering system. Also, I wanted to create my own theme. Let me just take a minute and define each one of these terms and categories I created for my database.

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