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I find that in organizations, and individually, people do what’s easy instead of what’s necessary. They spend more time on computer backups, software, and gizmos than they do on trying to meet buyers. People obsess with smart phone videos and attendant aids like lighting or sound, but the content of the video is a snooze.

You’re better off trying your best to see buyers and experiencing a 10% success rate than you are spending that time on “back room” and support paraphernalia with a 100% success rate.

Call me silly—well, to be accurate, call me “successful”—but if I can run my business using a Filofax for scheduling, I doubt you need a sophisticated CRM, ERM, or M&Ms tracking system.

You have to have clients in order to track them, if you get my drift. And I’ve never had trouble tracking anyone who has paid me or is scheduled to pay me.

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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