In this episode, Alay and Steve discuss: 

• Harvesting low-hanging fruit to build your business. 
• Overcoming the fears of rejection and damaging relationships. 
• Balancing building relationships and billing hours. 
• Helpful language for asking for the referral. 

 
Key Takeaways: 

• What are

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In this episode, Alay and Steve discuss: 

• Shaking up the negative connotations around networking. 
• How to know when you’ve found your right networking partner. 
• Creating your own networking group.
• Tips to improve your networking. 

 
Key Takeaways: 

• The ultimate goal

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In this episode, Alay and Steve discuss: 

• Why lawyers usually call selling “business development.”
• Having a business development system in place and not wasting time along the way. 
• Working with a coach to build your book of business. 

 
Key…

In this episode, Alay and Bruce discuss: 

• Gaining an advantage with your clients by being clear and making decisions easy. 
• Remaining the right choice by removing risk.
• Positioning yourself to attract your ideal clients. 
• Be specific about what you want. 

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In this episode, Alay and Bruce discuss: 

• Bruce’s 40-40-20 rule. 
• Minimizing challenges early in your sales process. 
• Attracting your future best clients.  

 
Key Takeaways: 

• Your bottom clients are somebody else’s best clients. It’s not about the work, it’s

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In this episode, Alay and Bruce discuss: 

• Working with clients who are the best fit for you. 
• The difference between cogs, experts, and advisors.
• The value of different roles.
• Why nothing is your biggest competitor. 
• Building trust and backing that

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In this episode, Alay and Eric discuss: 

• Putting in the time to learn the craft. 
• A frictionless approach to the client journey. 
• Developing functional workflows. 
• Defining roles and responsibilities with a focus on strengths. 

Key Takeaways: 

• Use a detailed intake

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