Be certain to take any jargon and sales lingo out of your lexicon. Nothing about accounts, households, minimums, production or asset gathering. Never say, “Thanks for the business” to a new client or “Thanks for the referral” to an advocate. Always point to the relationship and the process that ensures you are directionally focused (where it’s going), rather than decision focused (you made a sale).

Download Chapter 1 of The Blue Square Method for free now at: thebluesquaremethod.com