top of page

How to Pump Yourself Up in Your White-Collar Business

The article is specifically for white-collar business professionals, specifically attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers.

This might be a strange article as readers ponder why white-collar pros need to pump themselves up when they have the potential to earn significant income providing legal, accounting, dental, elective surgery, financial services and real estate sales.

I mean, what could be the obstacle to earning a significant income when your transaction prices or commissions received start around $1,000 for dentistry, accounting and financial services to $10,000 and higher for attorneys, plastic surgeons and real estate agents?

The one word to bring most white-collar pros back to Earth about 'all the money they can make' is competition.

I like to use street examples to communicate ideas such as eight guys and two ladies in the dance club. There will be several guys who may not dance when the ratio is 8:2.

Yes, that pesky word, competition. This is the one word derailing the masterplan to bring home the big bucks every month.

The white-collar pro is thinking, "why must so there be so many dentists in Los Angeles?"

The attorney says to herself, "if I were one of the few estate planning attorneys in Philadelphia, I could serve all the people in Metro Philadelphia needing estate planning".

Competition sets the stage for the 'survival of the fittest' where the ones who do not hunt, do not eat.

How can you, the white-collar pro, pump yourself up every day when some customer will meet with the competition instead of you?

The simple answer is you, the white collar pro, must reach out to people before the competition. The challenge is contacting people to generate business is not at the top of the list for most white-collar pros.

How can white-collar pros fill this production need? Here are some options:

  1. The most expensive solution is to invest money in a marketing program. It's expensive because the marketing company does not work for free. But there is some not-so-good news. The white-collar pro will not see a good ROI on their marketing investment...which actually is a marketing expense. Investments make money and expenses do not make money.

  2. The second solution is find the clients yourself. This might just work. But the truth is 99% of white-collar pros are not skilled and mentally prepared to find their own clients.

  3. The third option is to hire a company like 321 Biz Dev. We are a consulting firm, not a marketing company. Therefore, we will not ask you for upfront money to identify prospects and set appointments for your business. We do have a sales system consulting fee to train white-collar pros and staff how to manage a sales pipeline.

After white-collar pros complete the sales system training, 321 Biz Dev and your business will be on the same page about working the sales pipeline. 321 Biz Dev, then, trains white-collar pros and staff how to effectively convert prospects into clients.

Readers are thinking, "Yeilyn said this article is about "How to Pump Yourself Up in Your White-Collar Business. Where is the 'pump you up' part?

In order to for the white-collar pro to be 'pumped up' about the business every day, the white-collar pro must be knowledgeable with and confident about the sales system. Believing in the sales system means, if "X" is done, the white-collar pro will receive "Y", where "Y" is the expected outcome.

Repetitive "X" actions, delivering "Y" results prove to the white-collar pro the sales system is Visible, Logical and Repeatable. I bolded the words on purpose because these words are used in the 6-hour, 321 Sales System training course.

Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212, or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.

Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About and Podcast tabs to see and hear more about 321 Biz Dev LLC.

I hope readers enjoyed this article.

16 views0 comments

Recent Posts

See All


bottom of page