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The Best HMA Consultant - Dave Flannery - Tells How He Did It

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Michael Senoff

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When Dave Flannery got his HMA system, he set out to be the world’s top consultant. With 17 clients and a long waiting list, he’s more than on his way. This interview was one of my first with Dave and one of the best. With the beginning steps fresh in his mind, he gives a practical outline for generating leads and landing clients. You’ll hear how Dave came up with his own USP and how he used it at Christmas and New Year’s parties to successfully generate leads. You’ll hear how he ran through 60 mock opportunity analyses with a friend before ever stepping foot into a prospect’s office. And you’ll hear how he works 12-hour days that are often scheduled down to the half hour. Key Concepts ?? Why you should always meet at the client’s business ?? The first three things you must do when you get there to play the psychological game of building trust and rapport ?? His main closing line during the opportunity analysis ?? Why it’s critical to make sure clients are on the same page with you throughout the entire opportunity analysis ?? Why you can’t be wishy-washy on the USP and what you must do instead ?? How he landed a deal with his newspaper for a business column— and the great deal he’s getting instead of the measly columnist’s pay

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