An important dimension to the right sizing process – and this is where Knock-Out Factors are critical - is to get clarity on your rules of engagement and then to stick with them going forward. Here is a simple checklist to ensure you’re on the right track:

• Define your ideal client based on assets, attitude and advocacy and determine who fits and who doesn’t. Define your Knock-Out Factors
• Define how you allocate time. Clearly define times when you return calls. Insure you are not randomly taking calls. Clearly define time frames for meetings. How much time off you will take, etc.

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