The most often asked question from most of my
students who are starting the marketing consulting businesses is
“How do I get my first client?” This question was the catalyst for
this series of audio interviews between Richard, myself, and
existing HMA Consultants about how they got their first clients.
Each interview is a gem in itself with the HMA Consultants relating
their personal experiences with prospects, their first client, and
their plans for the future.
Each HMA Consultant comes from a different background
and had different reasons for becoming an HMA Consultant. As such,
you’ll hear the various ways they are using the HMA System in their
businesses. By listening to each of these consultants, you may
discover some new tactics to obtain clients for your own Marketing
Consulting business. Enjoy!
Part One Audio
David is a seasoned sales person and has done
business consulting and development both online and offline for
small to medium sized companies. He has a lot of experience in all
facets of business consulting but was intrigued by the philosophy of
the HMA System.
By becoming an HMA Consultant and using the materials
provided, David has found that the HMA System gives him a “system”
that weaves all of his other sales, marketing, and consulting skills
sets together, maximizes his business, and make doing business
easier and more effectively. You’ll hear David tell us how he now
approaches prospects and closes deals. He also discusses
Pricing strategies for his services
How a whole career can be made out of just one of
many pieces of the HMA System
How easy it is for David now to approach new
Part One Audio
Peter was a student of Jay Abraham and Chet Holmes
for ten years. He owned and operated several businesses before
Peter studied all of the free material about the HMA
System and Marketing Consulting available on my web site
hardtofindseminars.com. After becoming quite astute and well-versed
with what he had learned, he actually got his first client before
becoming an HMA Consultant and obtaining all of the tools that
Richard and I make available.
His first HMA client was a long-time friend who owned
three businesses. The business that they wanted to focus on for
growth was a light manufacturing business. You’ll hear Peter talk
about his current association with the lighting business to find
sales representatives in several states.
Learn how Peter uses the USP when he works with their
sales representatives to help them to sell the lighting products
more effectively. Peter has found that the HMA System gave him
a template for his Marketing Consulting business. He states using
the Opportunity Analysis has been very, very successful with
prospects. Peter enjoys having a systematized approach that the HMA
Also, listen as he talks with Richard about the
importance of looking for motivated prospects. Dealing with people
who are ready to make a change and grow their businesses is the only
way to operate.
Part One Audio
Bill has been a consultant for many years in the
areas of accounting and business IT systems for small to medium
sized businesses. His specialty has been mainframe and minicomputer
applications. Unfortunately for Bill, these types of systems are
being phased out and are being replaced with technology that Bill is
not familiar with.
In trying to plan a new direction for his career,
Bill realized that, over the years, he had developed a great amount
of expertise in filling the needs of small businesses in the way of
marketing. Again, the systematized approach of the HMA System was
very appealing to Bill and prompted him to become an HMA Consultant
Bill frequents a restaurant where he has become
friends with the owner. One day, he struck up a conversation with
them about growing their business. Having recently bought the
restaurant, they had already implemented some small promotions that
yielded a good amount of growth for the restaurant. However, they
wanted to grow it even more.
Bill suggested a couple of ideas that would grow the
business without increasing the cost of their advertising. Bill
tells us that, throughout his career, the majority of his clients
were referred by word of mouth. Because of this, Bill has offered
to do the first two projects for the restaurant free of charge in
hopes that he will get referrals from the restaurant owner. He is
currently in the first stages of the USP and implementing the USP
into the restaurant’s current business processes. Check back soon
for more first client stories on Part Two. What are you waiting for?
You have all of the tools you need in the recording on this page to
get your first client. I hope to have your story here soon!
Part One Audio
Matt is an accountant by trade but has always had a
passion for marketing. In fact, before he became an HMA Consultant,
he used the knowledge he’d gained from studying the work of Jay
Abraham, Dan Kennedy, and other marketing gurus to help friends who
owned businesses to grow their businesses.
Yet, he always felt that one thing was missing – a
way to put all of his knowledge together into a systematized
approach to Marketing Consulting. He had called me for a
consultation some time ago to learn more about the HMA System and
subsequently became an HMA Consultant after learned about all of the
resources made available to all HMA Consultants.
Another of Matt’s passions is EcoNatural foods and
diet supplements. He had become very familiar with the owner of a
company that he had been purchasing products from for many years.
After studying the HMA System materials, Matt felt that the HMA
System had provided him a turnkey system and all of the tools
necessary to make a formal presentation and to conduct an
Opportunity Analysis with the owner of the EcoNatural foods
Needless to say, the EcoNatural food manufacturer
became his first client. Matt says that it was easy to close this
client because he already had a relationship with him from
purchasing his products and having the same passion for EcoNatural
In fact, Matt’s advice to new HMA Consultants is to
study and learn the HMA System and its tools and then to approach
businesses that you are already familiar with and have a
relationship with. After working with these types of clients, you
will have the confidence that you need to step up your own marketing
efforts by approaching unfamiliar prospects.
In this interview, you will also learn about:
Potential problems in proceeding with additional
projects with current clients who are too busy
Making bartering arrangements with clients who
may not have enough money to hire a Marketing Consultant
Reducing your price per project by obtaining good
referrals from companies who cannot afford your services
…and more little gems of advice!
Jez Hunt Part Two Audio
Jez has been a self-employed graphic designer for the
past eight years. He purchased the HMA System about eight months
ago but had not really focused on it due to his other business.
However, he did spent a lot of time going through all of the
materials made available to HMA Consultants in an attempt to learn
the system and be well-prepared to begin his new Marketing
He met an accountant through a networking meeting
that he regularly attends. As the two gentlemen became more
familiar with one another, Jez found that the accountant had
referred Jez to the owner of an auto repair center who wanted to
grow his business. In fact, the auto repair center’s owner was
actually expecting Jez’s call! During the call, Jez set up an
appointment for the following week to do an Opportunity Analysis.
You’ll hear how Jez planned for the meeting and
refreshed himself on the process of doing an Opportunity Analysis.
Jez found that it was very easy to take his prospect through the
Opportunity Analysis. Further, he found in this and other
Opportunity Analyses he has done since, that using the Opportunity
Analysis Worksheet appeared to impress his prospects because he came
across as being more professional because he had a “system.”
During the Opportunity Analysis with the auto repair
shop owner, it became clear that the business had several hidden
assets. Taking the advice that he learned from the HMA System
materials, he closed all the way through the presentation. It
certainly paid off because his prospect was very excited about the
possibilities of growing his business throughout the entire meeting.
And yes, he was able to close the client! Instead of
charging on a per-project basis, Jez offered to perform his services
on a retainer basis. Not only does it appeal to Jez to have a
regular cash flow, but the client was happy that he didn’t have to
come up with a large lump sum payment.
Jez now has two clients and you will hear him talk
about his work with his second client to date. This client, a
design and printing shop, was also referred to him by his friend,
the accountant. In fact, all of his prospects have been introduced
by word of mouth.
Jez has done a few Opportunity Analyses that Jez has
done that did not result in a close. Listen as Jez gives his
thoughts about possible reasons that they he was not able to close
Jez talks about his plans for the future of his
Marketing Consulting business and how it is important to work with
prospects who are eager to grow their businesses. Jez and his two
current clients are, indeed, partners in growing their
Lastly, Jez offers some advice for new HMA
study the DVD’s and/or listen to audios provided with the HMA
yourself in what Richard teaches and the advice that he gives
Opportunity Analysis and practice it on friends and family to
become familiar and comfortable with the process
disheartened if your Opportunity Analysis does not close every
You must look
at it as getting practice and more experience. Besides, not
everyone is going to be a proper client for you anyway.
Being an HMA Marketing Consultant is fun – so enjoy it!
Simon R. Part
Simon, a sixteen year old student from New York, has
to be one of the most enterprising young people I’ve ever met.
Although he is not an HMA Consultant yet, he plans to be one very
soon. What he’s done is study all of the free material on the
subject of Marketing Consulting available on my web site,
and, using the knowledge he’s gained, he’s gotten two clients for
whom he will be doing long term work as their Marketing Consultant.
Simon met his first client at his synagogue. Each
week, he would talk to the businessmen there about how he was
studying marketing. One of the gentlemen he spoke to was intrigued
by Simon’s tenacity and offered Simon a job as a Marketing
Consultant with his fence business. Simon was up for the
challenge. He figured that, even though he was young, he should be
able to use his knowledge just as well as someone three times his
You’ll hear what Simon proposed to the business owner
and how he set up his pricing terms. Listen as Simon tells the
story of his initial ideas about growing the business and how those
ideas were rejected by the business owner. Taking an alternative
approach, Simon put together a plan to quickly grow the business
without his boss having to do a thing. The plan was extremely
successful and put lots of money into his boss’s pocket. This
tactic established Simon’s credibility so that his boss felt more
comfortable trying Simon’s initial marketing ideas.
An avid reader of leadership and marketing books,
Simon was approached one day as he was leaving the library with a
teetering stack of books. He was noticed by a curious businessman
about the topics of the books Simon had chosen. After a
conversation with the businessman which included Simon giving the
gentleman some tips on Marketing, the businessman offered Simon a
job as the Marketing Consultant at his lending business.
Finally, Simon gives his best advice for fellow
Marketing Consultants to get clients. He states that you must be
driven to succeed be willing to talk to people. He suggests ways to
talk to people that will create opportunities for you as a Marketing
For more information about how to make money as a marketing
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