Jake Davidson learned that the most effective way to increase the average size of client accounts or sales is to expand into a market with greater financial capabilities.

Having specified senior executives and business owners as his target market, Jake then learned a three-step process to move into that market:

> Identify a prospect you would like to approach as a potential client. Jake decided on a local business owner.

> Ask yourself: “Who do I know who knows the person I want to meet?” Jake found that some of his clients had business relationships with the prospect.

> Arrange for a meeting. Jake knew at least one of these clients would be willing to introduce Jake to the prospect.