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Opportunity Identification
- Repeat business, not one-time sell.
- Prefer rental or leasing business.
- Built-in sense of urgency. Health or financial loss from lack of
action on customers part is ideal. I prefer automatic shipping, for example having a book-of-the-month,
so that customer needs to:
a. Make a new decision to stop
b. Action required from customer to stop automatic shipping from happening.
- Business instead of a practice. Not built on a persons talent, but
on an organizations.
- Regional or national potential, rather than local.
- The less labor intensive, the better; however, labor is better
than capital expenditures.
- Already a market – other companies doing it.
- Demographics or lifestyle changes creating the need, and thus, the market.
- Emotionally appealing to the customer – theres got to be sizzle.
- The numbers need to work so there is real money to be made.
- The more unregulated, the better.
- Odds of success are stacked in your favor, not against you.
- A proven team, not an untried idea. A great team is more important than a good idea.
- Recession-proof.
- Success is not built on one client, one product, or customer.
- Payment at time of service or before, to eliminate large accounts
receivable, accounts receivable aging, collection problems, or costs of bad debt.
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