From the Mentor Hall of Fame meeting at The Palace Hotel in New York City:
• Tell the client what others have been afraid to tell.
• Connect one-on-one, never email when you can phone, never phone when you can visit in person.
• Raise new ideas and don’t wait to “perfect” them.
• Provide options: “There are four options for us to examine….”
• Be frank and self-disclosing about your passion for the work.
• Create meetings by alerting the client that you’ll “be in the neighborhood” on certain dates.
• Focus on the buyer’s personal objectives in addition to the business objectives.
• Recycle and repurpose your intellectual property in different media at different times.
• Always pursue clients in the fourth quarter of their fiscal years when there are often funds that must be spent prior to year-end.
• Never worry about “too many leads” or “too much business.” Devise ways to stagger and coordinate business; streamline your model; delegate work to the client; and/or use subcontractors.
• Pursue success not perfection.