White-Collar Professionals Are Having Problems Finding Clients With Problems

Updated: Dec 19, 2020

The summary for this article is: white-collar small business owners ARE salespeople too.



There. I said what needed to be said. White-collar professionals not wanting to find new clients is the "big elephant in the room'.


This is the overall, biggest challenge for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers.


White-collar professionals need to look for new clients just like every other business owner.


321 Biz Dev is ready to help white-collar professionals overcome this very serious business issue.


With Covid-19 lockdowns currently impacting business growth and a potential change at the White House, finding new clients will either be tough or tougher.


Our observations and working with white-collar business owners, I can truly say that there is large scale denial that attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers are salespeople.


White-collar professionals dislike the word salesperson and do not like their professions associated with selling.


Here is what my consulting firm hears from white-collar professionals, either implicitly or explicitly:

  • "I am not a salesperson. I'm an attorney, a CPA, a dentist, a plastic surgeon, an insurance broker, or a real estate broker."

  • "I fix people's problems, therefore I am not a salesperson."

  • "I am too well-educated and experienced to look for clients."

  • "And when I do meet with potential clients, it's because they called me".

Most white-collar business owners have spent an average of $500,000 on their education.


The irony in white-collar business owners finding new clients is a problem in itself.


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.


321 Biz Dev LLC offers 6-hour sales system training to help white-collar salespeople improve skills and increase business development efforts.

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.


Rick, CEO

Yeilyn, VP

4 views0 comments