The million dollar private practice : using your expertise to build a practice that makes a difference / / David Steele

• Autore: Steele David (David A.), <1957->
• Pubblicazione: Hoboken, N.J., : John Wiley & Sons, c2012
• Edizione: 1st ed.
• Descrizione fisica: viii, 270 p. : ill
• Disciplina: 001
• Soggetto topico: Professions - Marketing; Specialists; Expertise; Consulting firms
• Nota di bibliografia: Includes bibliographical references.
• Nota di contenuto: Intro -- The Million Dollar Private Practice: Using Your Expertise to Build a Business That Makes a Difference -- Contents -- Preface -- Chapter One: Is a Million Dollar Practice Right for You? -- The Litmus Test -- The Hero's Journey -- Leap of Faith -- The Inner Game and the Outer Game -- Seven Habits of Million Dollar Practitioners -- 1. Passionate -- 2. Positive -- 3. Entrepreneurial -- 4. Playing Large -- 5. Creative -- 6. Service-Oriented -- 7. Walking the Talk -- The Lone Ranger -- Public Speaking -- Fear of Success and Fear of Failure -- Technician or Entrepreneur -- The Entrepreneurial Mind-Set -- Case Study: The Screamfree Institute -- The Long Way is the Short Way and the Short Way is the Long Way -- It's an Evolution -- The Seven Stages of Practice Building -- Stage 1: Student -- Stage 2: Intern -- Stage 3: Apprentice -- Stage 4: Practitioner -- Stage 5: Master Practitioner -- Stage 6: Teacher -- Stage 7: Leader -- What is a Million Dollar Practice? -- Is a Million Dollar Practice Possible? -- Case Study: Deepak Chopra -- Case Study: Anthony Robbins -- Case Study: David Steele -- My Epiphany -- Who's on Your Bookshelf? -- Opportunity Lost: Leading Experts Unsuccessful In Business -- So is the Million Dollar Practice Right for You? -- Chapter Two: Your Mission and Message -- Your Purpose -- Your Vision -- Your Mission -- Your Message -- Your Passion -- Mission in Practice -- Resonance -- You Are Unique. Embrace it. Use it -- Passion and Service -- Coming from Ego -- Lenses and Filters -- Trust is Key to Success -- A Productive, Long-Term Relationship -- The Razor's Edge -- You Don't Know What You Don't Know -- Your Passion Speech -- Chapter Three: Owning Your Niche: The Platinum Rule of Marketing in Action -- What is a Niche? -- Profession -- Specialty -- Niche -- Services -- Brand. ; A Million Dollar Practice is a Business Fueled By A Niche -- Seven Benefits of Choosing a Niche -- Benefit #1: You Get to Push the Boulder Downhill -- Benefit #2: You Get to Follow Your Passion -- Benefit #3: You Get to Be Creative -- Benefit #4: You Get to Be of Service -- Benefit #5: You Get to Create a Legacy -- Benefit #6: You Get to Be Unique -- Benefit #7: You Get to Make More Money -- A Niche is a Business . . . and You Can Have More Than One -- 11 Strategies for Choosing a Niche -- Strategy #1: The Mirror Strategy -- Strategy #2: The Calling Strategy -- Strategy #3: The Testimonial Strategy -- Strategy #4: The Attraction Strategy -- Strategy #5: The Life-Story Strategy -- Strategy #6: The Serendipity Strategy -- Strategy #7: The Pipeline Strategy -- Strategy #8: The Gateway Strategy -- Strategy #9: The Replication Strategy -- Strategy #10: The Unmet-Need Strategy -- Strategy 11: The Quick-Start Strategy -- The Platinum Rule of Marketing -- Seven Steps to Owning Your Niche-Making the Platinum Rule Work for You -- Step 1: Do Your Market Research -- Five Steps for Conducting Market Research -- Step 2: Conduct a Pilot Project -- Step 3: Create a Brand Identity -- Step 4: Design a Service Delivery System -- Step 5: Host a Niche Community -- Step 6: Provide Group Services -- Step 7: Leverage Your Niche to Build Your Platform -- Chapter Four: How to Create Services, Products, and Programs That Promote Change -- MDP Principle: Sell Programs, Not Sessions -- Two Simple Questions for Organic Program and Product Development -- Simple Question #1: What Works? -- Simple Question #2: What's Next? -- MDP Principle: Create Leverage -- Creating a Service-Online Membership Program -- Creating a Service-Groups and Coaching Teams -- Creating a Product-Specific Solutions -- Creating a Product-Mobile Apps -- Creating a Product-From Workshops to Home-Study Courses. ; Creating a Program-Ecosystems -- Creating a Program-Niche Communities -- Chapter Five: Creative Business Models and Service Delivery Systems -- Creating a System -- Systems in Action -- The Allure of the Mystery Novel -- Having a System-Benefits to the Client -- Having a System-Benefits to the Practitioner -- Systemizing Your Business -- The Importance of Creating a System -- Getting to "Yes -- Building Your Service Delivery System/Creative Business Model -- 1. Your Target Market Doesn't Define What You Do in Your Terms -- 2. You Don't Buy Your Own Services -- Your Service Delivery System as a Client Creation Funnel -- Top of Funnel: Your Marketing Activities -- 1. They're Free -- 2. They're Valuable -- 3. They're Designed to Build a Relationship -- Top-of-Funnel Activities: Prospect Generation -- Speaking -- Writing -- Networking -- Free Information Products -- Workshops and Seminars -- Niche Communities -- Middle-of-Funnel Activities: Client Enrollment -- Workshops, Seminars, and Classes -- Paid Information Products -- Paid Memberships -- Bottom-of-Funnel Activities: Your Client Services -- Individual Services -- Groups -- Retreats -- Packages -- Chapter Six: Creative Marketing -- Good News, Bad News -- Incremental Progress -- Blank Slate -- Creative Marketing and the Coaching Point of View -- Putting Your Target Audience in the Driver's Seat -- Nature Abhors a Vacuum -- Case Study: Staying In the Question and Creative Marketing-the Inspirational Relationships Video Project -- Case Study: Staying In the Question and Creative Marketing-Campbell Working Together -- Leveraging Your Experience and Expertise-Creatively -- Creative Marketing and Your Relationships -- Going Live -- Reaching the Media -- Creative Marketing Alignment -- The Hero's Journey Continues -- Measuring Success -- Case Study: Hedy and Yumi Schleifer-Marketing World Peace. ; The More People You Help, the More Money You Make -- Marketing is Not Selling -- Case Study: Creative Marketing at Conferences -- Multiple Offerings -- Marketing Basics -- Primary Marketing Strategies -- Creative Marketing Strategies -- Get Out There -- Chapter Seven: Making the Sale, Getting the Client -- Group Enrollment -- Three Core Constituencies -- A Numbers Game -- The Campaign -- Enrollment Events -- Group Enrollment -- Building the Foundation -- More Market Research -- Case Study: A Master Enroller -- Social Proof -- Public Acknowledgment -- Testimonials -- Focus on What You Really Want to Sell -- Group Events, Individual Relationships -- An Individual Amid the Crowd -- Group-Speak Versus You-Speak -- Yes or No -- You're in the Right Place If . . . -- You're Not in the Right Place If . . . -- Enrollment Exercises -- Timing is Everything -- Follow-Up -- Focusing on Your Current Clients -- Synergy -- Chapter Eight: Building Your Million Dollar Practice -- Filling a Need -- Leveraging Your Passion -- Now What? -- Entrepreneurial Development -- Longboarding -- Remember the Platinum Rule -- Making the Case -- The Law of Attraction -- Integrity -- Walking Your Talk -- The Practitioner Versus the Salesman -- The Hero's Journey-Making it Necessary -- Getting Support -- The Right Fit -- The Uphill Climb -- Summary -- Chapter 1: Is a Million Dollar Practice Right for You? -- Chapter 2: Your Mission and Message -- Chapter 3: Owning Your Niche -- Chapter 4: How to Create Services, Products, and Programs That Promote Change -- Chapter 5: Creative Business Models and Service Delivery Systems -- Chapter 6: Creative Marketing -- Chapter 7: Making the Sale, Getting the Client -- Chapter 8: Building Your Million Dollar Practice -- Do's and Don'ts -- Do's -- Don'ts -- Will You Pull it Off? -- Epilogue -- The Bell Curve. ; The Dirty Little Secret of Transformational Programs -- The Evolution and the Organic Process Continue -- The Process -- Maintaining the Integrity of the Brand -- The Future is Now -- Paying Attention -- Breaking the Dam -- Paving the Road to Your Future -- Afterword -- Appendix: Selected Resources for Building Your Million Dollar Practice -- About David Steele -- Notes.
• Titolo autorizzato: The million dollar private practice
• ISBN: 1-283-64586-6; 1-118-08998-7; 1-118-22081-1; 1-118-23458-8
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910810226203321
• Lo trovi qui: Univ. Federico II