NavSTAR Client Acquisition® DIY Bundle
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Introduction

Introducing Trusted Advisor Confidential™: The Insiders Guide to Landing High-Paying Clients
Why Business Development Can Be A Mystery For Trusted Advisors
Getting Started
Meet Craig Lowder
Pre-Course Work

Welcome to Your First Week!
Reading Assignment: Chapter 1 & 2
Your Business Journey Worksheet
What Are Your Six Stars Starting Grades?
STAR 1 Targeting

Overview STAR 1: Targeting
Reading Assignment: Chapter 3
Grading Your Clients
Your Ideal Client Profile
The Functional Persona
The Buying Persona
The Connector Compass™
STAR 2 Messaging

Overview STAR 2: Messaging
Reading Assignment: Chapter 4
Five Steps to Finding Your Value Wedge
Discover Your Uniqueness
Your Guarantee Questionnaire
Target Client Information Sources
Lead Generation Strategies
Marketing Campaign Break-Even Analysis
STAR 3 Business Development Process Mapping

Overview STAR 3: Business Development Process Mapping
Reading Assignment: Chapter 5
Steps in the Customer Journey
Number of Business Development Processes
Business Development Process Map
The Opportunity Star Map
STAR 4 Business Development Success Scorecard

Overview STAR 4: Business Development Success Scorecard
Reading Assignment: Chapter 6
Business Development Success Standards
52-Week Activity & Results Tracker
STAR 5 Lead Generation

Overview STAR 5: Lead Generation
Reading Assignment: Chapter 7
Lead Generation Checklist
How to Host Small-Scale Seminars
How to Get Paid Speeches
How to Get Publicity
How to Conduct Proprietary Research
STAR 6 Feed the Funnel

Overview STAR 6: Feed the Funnel
Reading Assignment: Chapter 8
Funnel Math
Opportunity Tracker
Keep Your Stars Aligned

Reading Assignment: Chapters 9 & 10
What's Next?

Sextant Session

Grading Your Clients

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