Networking is Not Working with Derek Coburn

Author at Networking Is Not Working, Founder at Cadre, LLC – Derek Coburn

Another millionaire connected me to the amazing Derek Coburn. He’s had a very successful financial services firm, but realized the reason why he was so successful is because he did things differently. What did they do? We dive into that and why it spawned a new company called Cadre. It’s how networking SHOULD be. We bust myths on what you should be doing to connect with people. Don’t connect until you listen in! Plus one really amazing resource I started using to stay connected with people.

Resources Mentioned in the Podcast:

• Networking Is Not Working by Derek Coburn
• I Don?t See Why We Have To Meet For Lunch
• Never Eat Alone by Keith Ferrazzi
• David Siteman Garland
• MastermindTalks
• Contactually.com
• Ian Altman
• TheSalesLion.com

Go to DerekCoburn.com/book and CadreDC.com for more info!

Thanks so much for listening!

Transcript:

Announcer: Welcome to the Eventual Millionaire podcast - with your host, Jaime Tardy. Real talk and real advice from real millionaires, with a sharp focus on you - the Eventual Millionaire.

Jaime: Welcome to Eventual Millionaire. I'm Jaime Tardy and today on the show I have Derek Coburn. He has been on my radar for a while because all of my friends have been mentioning his name over and over and over again so I'm super excited to have him on the show. He runs a company called CADRE and I'm going to let him explain what it is. He also has a wealth management company and is coming out with a brand new book called "Networking is Not Working" which is really cool, we're going to dive into that topic today. Thanks so much for coming on the show today, Derek.

Derek: Thanks for having me, Jaime. I'm excited to be here.

Jaime: So CADRE is a cool name and I didn't want to go into it. Why don't you tell us what it is? Because it goes very well with your book.

Derek: CADRE is a military term and I think the definition is a small group of people that band together to effect a larger movement and we thought of an acronym for it and it's Connecting Advocates Deepening Relationships Exclusively. It was born out of this idea where I had brought together a number of clients and a number of their advisors in my wealth management business and was hosting more or less an informal networking group with about 20-25 people in it and CADRE has now been going on for three years in D.C. and we just launched in Baltimore. We have over 100 CEOs, entrepreneurs, business owners and I think what makes us different to just about any other professional organization is that we're vetting for not just quality but for intention so everyone in CADRE is a pay-it-forward person, they're successful enough that they can focus more on "What can I do to help other people here and add value for them?" as opposed to being focused on pushing their own stuff.

Jaime: That's huge because, number one, quality is a given - nobody wants to join something is quality is not there, but the fact that you're turning it around and making it about givers too, why wouldn't you want to join? That's a no-brainer. Is that the approach you took at the very beginning? "Who wouldn't want to sign up for this? I should definitely work and make this a thing and a business."

Derek: What's interesting is that when we first put it together we were really relying on a handful of people, about 10-15, and I run this with my wife, Melanie. They were people that we knew really well, we wanted to build it with the right people, but we weren't sure whether it was going to work. This idea of getting together with rainbows and unicorns and everyone is focused on helping other people instead of focusing on their own agenda. So we ran it for the first two months and didn't charge anyone. We didn't want to put our friends, the people that we had relationships with already, in a position where they were bringing somebody in to pay for something and we weren't delivering on that promise. But it ended up working really well and here we are now.

Jaime: That's the hard thing in business in general - if you don't know the value it's hard to charge for it, but of course you need to find out if the value is there. So the way you did it makes perfect sense - let's make sure the value is there before we charge for it. How did you come up with the price point and turn that into a business model?

Derek: It started off at $500 a month with a month to month membership and it was random, how we came up with that, we thought it sounded good. But the methodology, in terms of this recurring month to month membership, with no one signing an annual contract, was a really nice, organic vetting mechanism. Over the first two years we started the conversation that proactively led to 25 members  dropping out, whether it was us saying "Get out - you've over the top and inappropriate," or "You're not engaged and you're not in the position where you can bring value to others." What's nice about that is, even though we've become much better over time at vetting people at the front end, it's allowing people to join for four or five months and they usually drop out before we have to hold their feet to the fire.

Jaime: So you don't have these people who have to pay for this thing that they don't really like and they're not going to be givers. You're really making that exclusivity and quality huge. How hard is that, though? Going "I don't want your money. You're a pretty good guy but you're not delivering what we want - take your money away."

Derek: You said earlier "That sounds great. Who wouldn't want to do it?" We have gotten very specific on our website. A friend of mine, Marcus Sheridan, I don't know if you know Marcus, but one of the things he talks about is this idea of assignment selling, where you are giving your prospective client, or in our case prospective member, an assignment - you have to learn more about our company, you have to learn more about our organization and make sure it's a good fit before we have a conversation with you. So what happens is, once people go through that, they read our website, they have conversations with other members, if they're a good fit they're like "Okay, here's what I'm bringing to the table. Here's why you should have me," and it's a different conversation than with the ones who don't do that and they say "Tell me exactly what's going to happen and what I'm going to get for my money." So we've really been able to stick to our guns. To take it a step further, running the wealth management business and CADRE at the same time has allowed me to be true to myself in terms of who is an ideal client in a way that I never did before. With just one business, I think a lot of us can fall into the trap of 'This person is asking me all of these questions about fees and I can tell they're not a great fit but what else am I going to do with my time?" and the fact that I've been able to play businesses off of each other has allowed me to really say "You know what? I don't think this is right for you," and because we're bringing in so many great people, all of those conversations are very energizing and uplifting and it makes it fun to serve such a great group of people.

Jaime: We just had Ian Altman on the show, who introduced me to you, and it's so amazing to look at this in terms of sales which, in the past, has been icky and gross and used car salesman-ey, but using it for engagement and finding the better people and using it in a good way instead of a bad way, it's really cool to hear your process and for you to be able to say "I don't want to help anyone who isn't going to love this 100%." That's what I think nowadays with the internet - we can find those people who are in it 100% and working with these people is insane. You tell me.

Derek: Absolutely. What's interesting is I wrote a blog post called "I don't see why we have to meet for lunch," and I grew up loving "Never Eat Alone" by Keith Ferrazzi - this idea that "Hey, I was referred to you, I want to learn more about you, let's meet for lunch," we were getting so many referrals early on that we didn't have time.

Jaime: Not enough lunches!

Derek: Cry me a river, right? We had to, so it was "Look, I don't see why we have to meet for lunch." To go back to my friend Marcus and what he says about assignment selling is that companies that lay out on their website who they're a good fit for, who they're not a good fit for, how much it costs - they have rights that other businesses don't have and you can be a little more audacious. I send that article to a lot of people when they say "Let's meet for lunch," and the majority of responses are "I need to be better about my time too, so that was a good reminder for me."

Jaime: Tell us more about what's actually in that article because it seems like that has a huge shift for people. I get asked to lunch all the time and I have to say No a lot. Every Friday I have a coffee meeting in Austin because it's really important for me to meet face to face but not ten times in a week.

Derek: I like meeting people for lunch. I'm fortunate enough to have a lot of really great clients and members in my network so that I know that if we do meet for lunch it's going to be productive, I'm going to have an opportunity to be helpful. It's just this idea that if we're meeting for lunch without an agenda to learn more about each other's business, I think if you get to a point in your business where you have enough great clients who you're serving, you have enough great people who are interested in working with you, that's a lot of wasted time, to go to a lunch for an hour and a half when you could have learned more about each other online by looking at each other's websites and then maybe having a 15 minute phone conversation.

Jaime: Good, everybody needs more time. That's that big, quintessential thing. Let's talk about your book - "Networking is Not Working". I love the title. Tell me why it's not working, I'm sure you get that question all of the time.

Derek: The subtitle, which sort of helps people to know that the emphasis should be on "not" as opposed to "working" is "Stop Collecting Business Cards and Start Making Meaningful Connections". My approach to networking, the shift in my wealth management business five years ago and what we've really put into practice inside of CADRE, is more or less calling out the larger networking events. Do you know David Siteman Garland?

Jaime: Of course.

Derek: So David, in his book, I'll just randomly mention this, he said that large networking events are like nightclubs in that everyone is looking for a professional one night stand.

Jaime: He is so clever!

Derek: That's great, right? I was thinking about it more and all of the networking books I've read, a lot of the networking advice out there, even the stuff that's really good, all center around how to do the large event thing, just a little bit better - make your business cards better, only drink for the first half hour, here's what you say in the first 30 seconds of a conversation - but I think, for most people, these larger events are not really a good use of their time and, sticking with the dating analogy, if people like us are networking because we want to connect with other successful professionals and explore a relationship where we want to be able to help each other out at some point, the dating version of that is finding your dream spouse. The dating books out there, I'm making these titles up, are like "How to Find the Love of Your Life" or "How to Find Your Soul Mate" they don't start off, chapter one, step one, by saying "Keep going to nightclubs and bars all the time." It's more like "Stop doing that altogether. Host dinner parties and go on double dates, talk to your friends, leverage some of their relationships." So the way I define networking is anything that adds value to your network as a whole or to people individually within there. It's not about getting business, it's not about getting a new job, and I think that a lot of us can be much more effective in our approach to doing that by avoiding the big events altogether.

Jaime: That's really interesting. I remember, a long time ago, my mentor would say "You need to do the  networking events," so I was booked on a whole bunch of networking events and you walk in and you're like "Hey, great?" and you have set goals and you figure it all out but you never really feel like you can build that connection and/or if these are the right people to build a connection with - it's just a massive sea of people, you have no idea which way to go. So tell us what we can do - if we say "Okay, no more big networking events," what do we do?

Derek: I won't say no more big networking events altogether but I do think that the success, however you're defining success, whether you want to network to get a new job or you want to network to get a new client - however you define it, you want to be in a room with people that are there for the same reason that you're there. So if I go to a big event and I meet somebody who's there because they're looking for a new job and I can't help them then it wasn't a good use of that person's time either. We were talking about our friend Jayson Gaignard earlier - he hosts mastermind talks. I went last year, I'm going again, I think it's the best larger event I've been to. There are 150 people there but he had 3-4,000 applications. You know, when you're there, that you're going to talk to other people and you're going to meet other people that are there for the same reasons that you're there for.

Jaime: You know that there's that quality but also the intention. The people that Jayson knows, in general, that intention is there, of givers, so you're like "Of course, why would I not want to be in a group of amazing people?" Jayson just came on the show too so you should check that out. but I feel like this is a huge shift, which is so needed, because when I grew up it was all about used car salesmen and I didn't want to get into sales or business or anything because I thought it was gross and icky, but this new model that you seem to be really honing is fun and interesting. Give us some examples of some stories of where networking has extremely helped your business.

Derek: Networking, for me, whether it's an event that I host, whether it's small, whether it's large, it's almost always going to be successful from my perspective because my clients and my members are at the center of it and it's almost always a scenario where I'm doing it to add value to them. If something else comes out of it, that's great, but it's really about how I can add more value for them. The "aha" moment for me, if you will, in my wealth management business occurred five years ago - a client, I refer to him as David the landscaper in my book - he's an actual client but I changed his name - called me up and said "I just got a call from one of my great clients who said their friend or brother-in-law is in the wealth management business and he wants to meet with me and I would be doing my clients a huge favor if I took this meeting." I told him "I love you and I'm not changing anything" but they said "No pressure, just take the meeting." It lasted about 45 minutes and at the end this other advisor presented a hypothetical portfolio - "Had you been with my firm instead of Derek over the past couple of years, you would have earned an extra 2-3% per year," and my client's response was "Well Derek has referred me to two clients that have generated over $2 million of business for my company during that time, so really he could have lost half the money in my portfolio," which I did not do, "and I still would have been better off with him." It occurred to me that I was doing this without a lot of intention and that if I could continue to do a great job of providing my core deliverable and at the same time better understand my clients and how I could identify opportunities for them or be an extension of their business development team, if you will, it would be a great differentiator for me.

Jaime: I love this. How do you manage all of that, though? Because you know a lot of amazing people, I'm sure, and there are so many opportunities and people need different things - how do you manage all of those connections and help and referrals and all that?

Derek: Well, for years I've used my e-mail, I've used a Word document - lately there is a great tool called Contactually. Have you heard of Contactually?

Jaime: No, tell me more.

Derek: It links up to your e-mail provider. It does a number of things really well but its core functionality is that you get to assign certain contacts to buckets. You get to name it whatever you want, so in my case it could be "CADRE Member", "Client", or it could be "Center of Influence", and then you assign a certain time period - so 30 days, 90 days, 180 days. It runs in the background and if you do not communicate with this person or they do not communicate with you during that time period you get a reminder saying "Hey, it's been 30 days and you haven't talked to one of your best clients."

Jaime: That is so awesome!

Derek: Yeah, it's really cool. It allows you to make introductions - so if I refer you to someone else to be on your show because I thinkthey would be a great guest I can pull up Jaime in Contactually and I can press a button that says "Make an Introduction". It will have two sentences that I have assigned to you. So let's say I introduce you to the CEO of Contactually - his name is Zvi Band, he's a friend of mine - I can say "Make an Introduction". The way I have described him and the way I have described you in the past will automatically pre-populate in that e-mail. It will say "Hey, Jaime, meet Zvi. Zvi, meet Jaime. You guys need to meet. Here's a quick blurb on Jaime; here's a quick blurb in Zvi." It takes a lot of legwork out of it. It's really cool.

Jaime: You are going to save me so much time. I do intros all the time - a couple a day, probably. Sometimes I forget that I've done them - I've introduced people twice before, I was like "Oh, that was me that introduced you before," horrible things like that. I've never had anything like this, so I really, really appreciate it. That's the biggest piece of it, right? I don't want to forget about anyone but I can't keep it all in my brain. So how do you actually make it so that it's possible? How do you know what opportunities are coming up? When Contactually comes up and says you haven't talked to them, do you just send an e-mail saying "Hey, just checking in," or do you think of any referrals that you can make right then? What is the next step?

Derek: I'm not going to fabricate a referral. I'm not going to try to make something happen that isn't really there. It could just be "I'm checking in." It will show me past communications and past e-mailson the screen. The idea behind this, though, is that you really shouldn't be getting these reminders, right? I think the way that some people ruined Twitter is that they just accepted anybody and then they pull up their Twitter feed and go "Gosh, there's no one here that I'm that interested in." I think you can get aggressive and say "I want to keep in touch with these 700 people," and then they start showing up. But I very rarely get a reminder saying "It's been 30 days and you haven't talked to one of your members," and that's the beauty of it - as soon as I send them an e-mail or they send me an e-mail a new 30 day window begins.

Jaime: Nice. How big is that network of core people that you're talking about? We know it's at least 100 members but I'm sure it's quite a bit and being able to keep in touch with that many people sounds like it would take a long time. How many people are in that sphere, do you think?

Derek: For me, it's probably 500 to 1000. So, for example, a lot of people come to me - now more so than ever - but it's been going on for years. They know that I have relationships with a lot of people who are great at what they do, so they'll say "Hey, do you know somebody who's great at this or great at that?" and if I don't have a good answer for them then I hurt my reputation a little bit, which I don't care about from an ego standpoint, but then they might not come to me the next time they need some help with something where I do know someone who would be a great person to help them out. Really, the situation is that I have to focus on who am I adding value for and what do I want to do for them?

Jaime: I get that all the time - people come to me and they're like "Do you know someone who does this?" and I take my time to go "Let me reach out in my network" and right now I'm creating a list of the top people doing certain things because I kept going "Let me thing?" and I would go and look up this person and this person and I would figure out who was the best one and I would do an introduction - it would take me so much time to do! Or I wouldn't know, and then I would reach out and ask because I really wanted to answer this question for everybody. I spend so much time trying to manage this so your information on this is huge for me, keep telling me more.

Derek: I'll take it a step further - if you've n
ever held yourself out as a resource, people are not going to start calling you up overnight and asking you "Do you know this person? Do you know that person?" but a good starting point, even if you never do anything else, is just to reach out to some of your best clients that own businesses and find out more about their business in terms of what a good opportunity looks like. I'm sure our friend Ian Altman touched on this a little bit, but it's not really about what you do. We have a client who runs an IT company but what does that mean? What companies do they want to serve and how can I identify a really good opportunity? I have a term called "triggering events" which is sort of an extension of trigger phrases which John Jantsch introduced in "The Referral Engine". There are not a lot of people who are going to say "Hey, can you recommend a great financial advisor that would lead to my client making an introduction to me?" but there are a lot of people who mention things going on in their lives that are good indicators that I might be able to help them out and make a contribution so I would educate my clients and I took it a step further and said "Okay, let me take you through this process." So for me, as a financial advisor, I didn't want people to just sit around waiting for someone to come up and say point blank "Can you connect me with one of these professionals?" It's more if you're talking to someone and they mention that they own a business and they're thinking about selling it in two years or they have an aging parent and they're concerned about their health or their finances or they just had a baby and they're thinking about college planning. Those are the things that I want them to listen out for, so I would have a conversation with my clients to say "I want to be a great resource for you. I want to continue to do a great job doing what you're paying me to do and, on top of that, I want to leverage my network and be in a great position so that if I know of someone looking for what you provide then I can make that opportunity happen for you."

Jaime: Like customer service x10. Like you said, you're almost a business manager, going in there and helping them with business development and all of that stuff. Of course, who is going to say no to that when you're already paying for a service in general? I think another key thing to pay attention to with that is that you're just on the lookout for them - you're just trying to help them, and that doesn't come across as icky. It's not like "I'm going to help you so that later you can help me." It's not that, which I think is really, really important. How do we start building those relationships a little bit more? Say you meet somebody brand new and they mention their parents are aging, you're not going to be like "Well I know the perfect person for that." That's weird. So if your relationship is still new, how do you manage all of that?

Derek: I think it's very important to always be authentic. I feel like I couldn't put enough disclaimers in my book while I was writing it, because the last thing I want people doing is going around saying "I'm going to refer business to you if you become a client of mine." In reality, I didn't make that promise to anyone, I didn't set an expectation that I didn't feel like I would be able to deliver on but oftentimes I would meet people where I felt like I could. There's no one in my network that does what you do and if you're great at what you do? and oftentimes they had financial advisors that they liked but didn't necessarily love, whether they met through a client of mine at an event I was hosting or over e-mail or in some other way, shape or form, they would have to consider this idea that "Okay, I like the person that I'm using now, but if I work with Derek it seems like he'll do at least as good a job as my existing provider and, on top of that, he has a network that could probably help my business grow. Why wouldn't I work with him?"

Jaime: It's funny that you say that little caveat because most people don't say that. "Oh, he has a network." We don't think about the value in a network as much. We're starting to, but most of the time business owners aren't like "Well, his network is amazing. I'm going to get to know him and maybe that will help." Are we changing our mind and making sure that the network is like I picture it, like a cloud where the network is flying around - is it like that and how valuable can your network be?

Derek: I was telling you earlier that I was at an event that Seth Godin hosted about a year ago - you may have seen him, he has talked about this idea of the "connection economy" lately and what he suggested was that the value of your connections is probably worth more than the value of the service or widget that you provide and I think that if people are looking to make a change from their existing provider, if a person or a company does the same thing that you do, they're going to be proactive about it - they're going to search on Google, they're going to ask people, so for a lot of us, our primary competition is indifference. It's "I like the person I'm with now just fine. I'm not motivated to really do anything different," but if you ask me, and I'm not going to say this when we first meet, but "Hey, tell me more about your business and your ideal client," most financial advisors will say "Well, we do investment planning, insurance planning, financial planning, we do this?" and it's an array of stuff that they provide, and I say "Well I just try to be selective in identifying clients who own businesses that, on top of doing a great job providing financial services for them, they have businesses that I can add value to and help grow their bottom line by leveraging my network and connecting them to the right people."

Jaime: How is that not a perfect unique selling proposition? Going "Well not only do you get financial management but I also want to help you grow your business." It's so funny how it makes these things a no-brainer. I've seen that as something coming up over and over for you in general - you're looking to give and in return you definitely get. So you're like this hub of networking guys. Do people give you tons of referrals and information and introductions and all that fun stuff too or is it mostly you pushing out?

Derek: It's mostly me pushing out and it's almost always me trying to find ways to add value to them without expecting anything in return, but I introduce an acronym in my book to walk people through a process for implementing some of the things that I've done with some measure of success and the last part of the acronym, TOR, stands for Trigger Ongoing Reciprocation, and it's this idea that, even if I do a lot for you and you are incredibly grateful and you even think "Gosh, I really want to help Jaime out now," no one is going to set aside half an hour on a Friday afternoon for you and go "Now I'm going to introduce Jaime to some people" So, in a non-cheesy, very authentic way, there are things that we can do to make it easy for people that want to help us and put them in a position to do so.

Jaime: Okay, tell us how we do that.

Derek: There are several things but one thing is this idea of laying out the introduction for them. I have a variety of e-mail templates that I use to share and make it easy for my network to invite clients to the events that we're hosting to make introductions in general. A good story is back when we first launched CADRE, in the first year, I think around month nine or whatever it was, we sent out a template and we just said "Here, we're hosting this event next month. If you have people that you think would be a great fit for CADRE it's copy and paste ready, you can tweak it if you want, but we're doing the work for you," and that month we got 60 referrals. I forget which month it was but I think it was during the summer and I remember saying that our members didn't like us that much more in August than they did in July - we had people that wanted to help us that were happy to help us but instead of making them feel like they had to craft this e-mail in order to facilitate an introduction, we did their work for them.

Jaime: That's a killer tactic. It's super simple too. So going and asking 60 people "Hey, do you have a referral?"takes up a ton of your time but one template e-mail of people that are already willing to help is amazing. What made you come up with that idea? Because that's really good - I want to use that?

Derek: Wow, I don't know how I came up with it. I guess I've just experimented with different things and maybe it was on a one-off basis but I've been using it for a long time and I've been using it in my wealth management business and I realized "Gosh, we've been running CADRE for a while - why haven't I done this over here with CADRE?" and I've done it with my book. Again, just people who want to help me, help get the word out about my book - maybe they will and maybe they won't and they'll probably feel bad about it if they don't, but what I can do is say "Here are the various ways you can share and promote and spread the good word," if you will.

Jaime: It's that prompting - it's not that they don't want to help you, it's that people are busy and they don't have time to put you in their schedule, so that's all you're doing and you're making it super quick so, again, it's a no-brainer. You're really good at the no-brainer things - I think I've said that about seven times during this. We have to start wrapping up, unfortunately, so I want to ask you the last question - what's one action listeners can take this week to help move them forward towards their goal of $1 million?

Derek: I was going to mention what we talked about earlier - this idea of being really picky about who you're working with as a client. For me, that's what's changed my life and changed all of this. I think I'm very passionate about putting some type of burden on the consumer, on the client. We live in a world where the customer is always right and we're supposed to bend over backwards for the customer. What I prefer is to live in a world where my clients and my members enjoy what I'm providing them and think I'm giving them an amazing deal and are happy to work with me, not in an egotistical sort of way. People ask me all the time 'How do you have time for all of this'" and I'm busier now than I've ever been but because I'm surrounded by people who are a great fit for my respective businesses those kind of conversations give me energy - they're my fuel, I love them - and I think that when businesses get to a point where they have hacked all of the best practices and they're thinking "What can we do to tweak this one little thing here, this one little thing there?" I think just being even more selective about who you're working with and finding ways to do more for your best clients and putting them in a position to introduce more people who are just like them to you gives you the ability to really stick to your guns.

Jaime: And that makes your life so much better, I'm sure, because you're working with people that love you and you love them, instead of going "I need your money, so I'll talk to you!" That's not a good place to be coming from for either party, I'm sure. So make sure, everybody that's listening right now, that you actually do something with that advice - that's the whole point and the reason why he said that. Even if you're struggling, see if you can implement some of that advice today, especially in terms of likeminded referrals for other people. Thank you so much for coming on the show today, Derek. I really, really appreciate it. Where can we find your book and where can we find out more about you and CADRE and all of that fun stuff?

Derek: This was great, Jaime, thanks. My website is DerekCoburn.com so you can go to the main page or for the book it's DerekCoburn.com/book which has information about the book and where you can buy it. CADRE is based in D.C. so it's cadredc.com and we just launched in Baltimore - we're testing the scalability of the model in Baltimore and if all goes well we will continue to evolve and branch out. On Twitter, which is probably where I like to hang out the most, it's @cadredc

Jaime: Thank you so much. Let me know if you come to Austin at any point - both to hang out but also if CADRE comes to Austin. Thank you so much for coming on the show, we'll definitely link up to everything and everybody should go and check you out. Thanks for coming on the show.

Derek: Thanks so much. Absolutely.

Jaime: I hope you enjoyed that interview with Derek. Make sure you check out his book - "Networking is Not Working." It's on Amazon and we'll definitely link to it in the show notes. I hope you have an amazing week and I want to ask you one thing - what's one action you should be taking this week? Ask yourself that question. I know I ask the millionaires almost every single time, the one action you should be doing. Number one - are you doing the actions or just listening in and never actually doing anything? Number two - this is exactly the question that I want you asking yourself - what's that one thing that is going to move you forward way faster? Think about it. I hope you have a great day. Take care.

Announcer: Thanks for listening. You can find out more great information like this on EventualMillionaire.com.

Tags: business model, customer selection, Derek Coburn, millionaire interview, networking, Referral, wealth management

Categories: All, Business, Business Model, Entrepreneurship, Finances, Millionaire Interviews, Relationships

Hi I’m Jaime. Each and every week I bring you the top business advice from the people who know best.

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