Welcome to the Inside BS show and it's Tuesday. Thank you for joining me here today. I am sharing with you my framework for providing guidance and advice to my clients.

I have a very simple structure that I follow in the work that I do with clients when I consult with them. The acronym for this is TPAC, T-P-A-C. And those letters stand for target, process, accountability, and confidence.

When we're working together, we have a specific goal, but when I sit with people and I say, what's your goal, then I got to get into the smart goal setting process, specific, measurable, achievable, and time bound, uh, realistic is in there too, and I don't want to do all that. So we start with a very focused target because I do a lot of work with people who are looking to acquire new business. It is very easy for me to structure this as a target.

Who do you want to attract as your client? Who's your ideal client? And these days I'm working with people who want to attract high net worth clients. So you're listening to this. You're watching this on Spotify or wherever you're getting your podcast, you're listening to it, and you're thinking to yourself, I'm a financial advisor, I want clients who have $5 million or more in assets under management.

Maybe you're a business strategy consultant like me. You want to work with business owners of businesses that are family owned, that have 20 million or more in annual revenue. Maybe you're a lawyer and you want to work with people who are affluent, $5 million or more in investable assets.

We have a very specific focused target that we're looking to attract. And you have to be able to identify who that target is. You have to know where we can find them and you have to understand what problems you solve for them.

I like the word target because it makes people think of a bullseye on a dart board or a very specific point in the distance that you're aiming at. Target is the ideal verbiage for me in this process, because we're going after something, we're trying to hit something, we want to capture something. It is our target.

The P stands for process. You have to have a process in order to get from point A to point B. Walking is a process. You're putting one foot in front of the other, and you can describe to someone else, take your left foot, move it six inches forward, take your right foot, move it six inches forward.

That is the process for walking. If you are targeting a specific client, we will develop, you and I together, a process for connecting with that client. If we're looking to generate leads, we're probably going to have a message.

We're probably going to go after them in a specific audience, and we're going to deliver that message in a specific way. So there'll be message, audience, and delivery. And that will be very specific as to how we do that.

So there's a process that you're going to follow to go after the target. And that's what we're going to discuss. And you're going to leave our session with some action items related to, or as part of, that process.

The A stands for accountability. So what habits, what are you going to do on a daily basis? So habits are simply actions you take regularly that lead to a specific outcome. So I'm going to ask you what habits you're going to incorporate into your daily life to enable that process so that you can hit your target.

And you're going to tell me, okay, so tomorrow, Dave, as part of my process, I'm going to make 15 calls to people I know who are in groups or associations where my ideal client hangs out. And these 15 calls, I'm going to specifically interview these people, ask them about the groups they belong to, and determine whether or not these groups are a fit for me. I'm going to write up a three-sentence summary of each of those 15 calls, and I'm going to email that to you.

That's the accountability. Okay. So you have a target, high net worth clients.

These high net worth clients, let's say are doctors. You then have your process. And as part of your process in our session, you and I agreed that you were going to call 15 people who are at various country clubs within 50 miles of your home.

These are people you know, they're members of country clubs, and you're going to ask them specifically what groups they belong to in the country clubs, what committees they're part of in the country clubs. And you're going to ask them if there are any doctors who are members of the country club and what committees they're on. So you're going to do these specific interviews, 15 of them.

You're going to make these 15 phone calls tomorrow. You're going to schedule these interviews. And by the next time we meet, you're going to have done these interviews and written up a three-sentence summary of each of the interviews.

That's the process that you're going to follow. Those are the steps in the process. The accountability is that you're going to write up the summaries and send them to me by the next time we meet.

That's the A, that's the accountability. Now, the C in the TPAC process is confidence. Here's what happens.

Because you and I have agreed together on who the target is, and because you're specifically focused on going after that target, and because you have actions that you're taking on a daily basis to reach those targets, this whole process, this system that you've developed, it gives you great confidence. This is the most valuable aspect of our coaching. You're going to have then conversations with people talking about where these people hang out.

Eventually, you're going to have conversations with these people yourself, and having more conversations gives you more confidence. This is incredibly valuable, and this overall process is fantastic for you in your growth and development in whatever you're going after. The TPAC process is the secret sauce to everything I do, and I'm sharing it here for the first time, articulating it in this podcast, in this recording, because I think it's so valuable for you as we move forward.

So again, target. What are you going after? Okay. What's your goal? Very specific.

Okay. If we're talking about business development, who is it? How are we going to get in front of them? Target. That's the T. P, process.

What are we going to do? What are the steps we're going to take in order to get to our target? You don't have to have all the steps in place, but you have to know what you're going to do next. Between now and the accountability point, what are you supposed to do? Then the A is accountability. When are you going to report out on the steps you took in this process? And we're going to determine together whether those steps were successful, but the point of accountability is critical.

And then C is the confidence that this whole process helps instill in you. TPAC. That's my coaching methodology.

You can use this in everything you do. TPAC everything you do. If you're learning to ride a bike, the target is ride a bike without training wheels, without someone running alongside me, I want to do that by Thursday at 9am, today's Tuesday.

I'm going to practice. My process is going to be, I'm going to practice for half an hour every day for the next two days. I'm going to start right now.

The point of accountability at the end of the day, I'm going to write down what I've done and I'm going to send it to my biking coach each day for the next two days, and then my biking coach is going to get together with me by Thursday. That's the ultimate point of accountability. Overall, while I'm going through all of this, I'm following a system, following a process.

It's going to give me great confidence. By the time Thursday rolls around, I'll be able to ride the bike with incredible confidence. That's the TPAC coaching methodology.

That's what I use on a regular basis. And that's what is included in the book, The High Net Worth Advisor. I TPAC the crap out of how you can attract high net worth clients.

Thanks for joining me here on the Inside BS Show. Have a great Tuesday. Tomorrow, we've got a fantastic interview for you.

You want to join me right back here for a fantastic interview with a guy who gets in front of high net worth clients every day, and he's going to share with us how he does that through relationship-based business development and networking. You're not going to want to miss it. Join me back here again tomorrow.

Thanks. Take care.