The Best Time to Become a Business Consultant

by , under Six-Figure Consulting Newsletters

Welcome to 2009… and the very FIRST issue of Six-Figure Consulting.

While this e-letter is being read by thousands of consultants around the world, as well as thousands of entrepreneurs considering entering the consulting business, the primary goal is the same:

To help you create a life with more time, less work and more money… as quickly as possible. And THAT’S what Six-Figure Consulting will help you do.

So with that said, let’s get started…

How to Time Your Success Right

In my experience, there is NO better time to be a business consultant than in an economy exactly like this one. You might think I’m joking. But I’m not. I really mean it. I really do. How can I be so serious? Because the consultants who understand and are using the TopLine system the way it was intended are making record incomes even in these tough economic times.

In an economy like this, businesses are in trouble. And even the largest, most established companies know that their very survival is on the line.

They’re concerned the customers will stop coming…

They’re concerned their prices will be undercut by competitors…

But most of all, they’re scared that the very life of their business is in jeopardy.

Believe it or not, THAT’S the good news… for YOU.

Why? Because companies that are in trouble will pay dearly for the right person with the right information that can help them survive and even thrive in an economy like this.

Now how do become that person? Moreover, how do you get that message in front of businesses that need and can use your help?

Believe it or not, actually helping the client isn’t the hard part. In my 42 years of experience as a consultant to some of the biggest names out there (including AT&T, Black & Decker, Nabisco, Coca Cola, Kellogg’s, Marriott and others…), I’ve pretty much seen it and done it all.

The only reason I mention this is so that when I tell you something, you KNOW it’s coming from years and years of my own personal experience as well as seeing first hand what hundreds of other consultants I’ve trained have done and are currently doing.

If you haven’t launched your consulting business yet, if you’re new and are looking for your first client, or if you’ve been through training for awhile and things just don’t seem to be “clicking” for one reason or another, understand that helping the client is the easy part.

GETTING the client is where most consultants run into trouble.

More about that in just a moment. But first, let’s talk about something I call…

The Secret to Consulting Success

Success as a business consultant is about a simple 6 letter word you’ve heard thousands of times:


In my years of training over 950 consultants around the world to use a system that can help them earn six-figure incomes working on their own terms, the number one factor that causes new consultants (or even experienced ones) to struggle is a LACK of action.

You might think this next sentence sounds crazy, but it isn’t: ANY action is better than no action.

Trust me on that.

The reason I can say that with such confidence is because WITHOUT action, it is impossible for you to learn anything about how to succeed.

Take an action… if it fails, you’ve learned something (what doesn’t work and what not to do next time).

If it succeeds, you’ve learned something AND you’ve taken a step closer to success.

Either way, you’re better off than you were before.

Occasionally a new consultant will call me and say, “Martin, on some of the teleconferences I hear how some of the consultants are making such large incomes, but I just don’t understand why your system isn’t working for ME.”

My response is pretty much always the same, “Well, tell me what parts of the system you’ve put into action to create the results you want?”

At that point, there’s usually silence on the other end of the line.

Now I’m not telling you this to make light of anyone’s struggle, but here at the beginning of 2009, you must get clear about exactly what creates results in the consulting business.

Results are created by ACTION. Nothing else.

If you’re ready to take action this year to launch YOUR consulting business or to grow the one you already have, then you’re probably interested in what I’m about to reveal:

It’s my answer to the “#1 Most Frequently Asked Question EVER” from the consultants who go through the TopLine System and who are not making the kind of income they want.

Here it is:

“Martin, How Do I Get CLIENTS?”

TopLine consultants know that there are a LOT of answers to this question. In fact, the TopLine system includes almost 200 pages of “client getting” strategies.

But today, I want to talk about the ONE strategy that is probably more effective than anything else.

Here it is:

Position yourself as an EXPERT in the marketplace.

If that sounds complicated, don’t worry, it’s not. In fact, there are so few entrepreneurs out there willing to take ACTION to do this, that becoming the expert in your market is actually quite simple.

There is ALWAYS a lot of room at the top. Remember that.

So how do you go out and get clients when you’re the EXPERT in your market?

You don’t have to. Because the clients come to YOU! And when you master this step you’ll eliminate the need for prospecting once and for all.

So ask yourself today, what’s the ONE thing I could do THIS WEEK to position myself as THE expert in my market?

Here are just a few ideas:

-Publish a press release commenting on a current event in your local business community…

-Publish a “whitepaper” that focuses your expertise on solving a
business problem you KNOW business owners are experiencing. No need to start from scratch… any of the Special Reports that come with the TopLine system can be used as is, or easily converted to the format you want…

-Go to networking events with one focus ONLY: to add value to the businesses of those you meet. You are NOT there to sell or talk about yourself or your business. You are there for positioning yourself as the EXPERT. That means you must LISTEN first.

-Be sure you have your personal marketing materials in order, i.e., your book, Audio Business Card, Special Reports, etc.

Now as you can see, all of these strategies require action. Remember, that’s your key to success.

OK, that’s all for today. I’d love to hear your comments about this first issue, so please send them in.

2 Comments for this entry

  • marissa says:

    you tickle my interest in consulting and somehow validates my thoughts about it. hope to hear more tips from you.

  • Julie says:


    Feels like you are talking directly to me. I have been consulting for years. My background is business psychology and I do everything from team-building to professional development and I teach regularly at UCLA Extension in the Department of Business and Management.

    My major deficit is that I can’t seem to capture what I do in an elevator-type speech. People are drawn to my energy, but are never exactly clear about what I do. As a result, I am spending lots of time networking and not enough time working. Once I get the job, I am relaxed and know what to do.

    Any suggestions? Thanks. Julie

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