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Kevin: Yes, I am.

Michael: Oh, that’s awesome. How many people are going to be there?

Kevin: They average about sixty people at those luncheons.

Michael: That’s excellent. Well, you really are doing everything it takes. You’re out there doing it, and some people may call you lucky, but we both know it has nothing to do with luck, but you’re making it happen. I’m excited for you.

Kevin: Have you started getting word of TAN developing in your area?

Michael: T-A-N?

Kevin: T-A-N.

Michael: No, what is TAN?

Kevin: I think I mentioned it to you. It’s the networking group. TAN stands for The Art of Networking, and you can read about their information on the theartofnetworking.com . It started here in the Scottsdale area about a year ago. If you go out there under the “meetings” tab on that website, you’ll actually see all the locations that we have meetings out her in the valley. It’s going to be a busy month for me. I’m really excited.

I’m the only male host of this networking group, and I just developed this networking group out here in Queen Creek because it’s an untapped resource right now. It’s a developing city. So, I have to get out here and get my name established with Queen Creek. So, I’ll be hosting that group.

Last month, they held the first one in Los Angeles, and this is a group that’s looking to go national. It’s similar to the BNI, except it’s not BNI. It’s a free networking group. They don’t have one per industry limitation. The only thing it cots is a business card, and it’s just a patio group to get together and just develop relationships.

Michael: That’s excellent. Well, you’ll see as the letter goes out, your cold call prospecting hopefully can really eliminate, and you can start working all through referrals. So, you won’t have the pain like you were having at first going out there cold. That’s just at the beginning until you get going. Do you understand that?

Kevin: Right.

Michael: And, don’t forget about your referrals. Your happy customers, the clients you’re working with, always ask for those warm referrals because it’s so much easier to go that route.

Kevin: Absolutely.

Michael: And, as you work with the chiropractor, document everything because then all the work’s done one time, and then you can go vertical marketing. You can go after other chiropractors and piggyback off of the stuff you’ve done for this chiropractor and the success he’s had. And, then it’s just a cookie cutter. All the work’s done. It’s just using the testimonial and referral from this chiropractor and just going to the next one, and then it will take a lot less time implementing the projects because you’ll have a good understanding of the market.

Kevin: Correct. Early on in my process of learning this, if I remember correctly, Richard had stated that he’ll usually only work with six clients at a time. Is that what you’re finding is about the max that a consultant can deal with?

Michael: It’s subjective. There’s no real answer for that. I think as you get better and more efficient, like for instance, let’s say you had your chiropractor thing and all the work was done, you can probably work with more than that because all the work is done. Do you see?

But, if you’re in different markets and you have more research – it just all depends. You just do whatever you’re comfortable with. There’s no rule. If you’re comfortable with one or two at a time or three at time, do that. You’re going to know where your limit is because you still have a life other than that, too.

Kevin: Excellent. I appreciate your time.

Michael: All right, no problem. If you’re stuck on anything, call me. I’ll get Richard on the phone and we’ll go into it in more depth like we did last time.

Kevin: I appreciate it.

Michael: Okay, keep doing it, and keep in touch.

Kevin: Will do.

Michael: Okay, bye Kevin.

That’s the end of this update with Kevin Fort. Stay tuned as a take a real life account of Kevin Fort’s success as he builds his consulting practice as an HMA consultant. Enjoy!