First starts by knowing who that client is and everything that might make them need you. Once you know that, then you know the game that you'll need to play to get them. Not only will you need to know that, but you'll also need to know where to play it. if you're always focused on that ideal client give you more room to work with everything else that falls short. That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he lays out a few of his and what he needs to get them. P.S. This is a good place to learn how to play a bigger game.