The Expert Positioning Statement™
Establishes WHAT the professional specializes in, WHY they are uniquely qualified, WHOM they serve and HOW they help people in a way that no one else does.
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Reverse-the-Chase™
Stop Chasing. Start Getting Chosen.
Dr. Len Schwartz’s Reverse-the-Chase Referral Relationship Operating System™ is designed to get the right referral partners to reach out to you first. The objective: a private network of 10–20 strategic referral relationships with ideal partners who can become long-term sources of qualified new clients.
WHY DR. LEN DEVELOPED THIS WORKA DIFFERENT APPROACH
A DIFFERENT APPROACH
TO NEW-CLIENT ACQUISITION.
For decades, successful professionals have been taught that growing their businesses requires constantly finding and pursuing new prospects.
More marketing. More advertising. More networking. More follow-up.
Even exceptionally qualified professionals can spend their entire careers chasing the next appointment, referral or new client.
Dr. Len Schwartz developed the Reverse-the-Chase™ PROCESS to challenge that traditional model.
His philosophy is based on a fundamentally different question:
What if successful professionals could become so clearly differentiated, credible and attractive to the right people that ideal referral partners would WANT to reach out to THEM first?
Rather than relying exclusively on constant prospecting, the Reverse-the-Chase™ methodology focuses on developing strategic referral relationships with respected professionals who already serve the clients a professional wants to attract.
The Reverse-the-Chase™ system is designed to help qualified participating professionals establish 10 - 20 strategic referral relationships with respected professionals who serve their ideal clients. Eligible participants receive a guarantee of 10 - 20 referral relationships, subject to the terms of their program agreement. The objective is to build a private network of 10 - 20 strategic referral relationships with the goal of receiving qualified referrals every month.
The relationship is the asset. The referral is the outcome.
Instead of continually wondering where the next ideal client will come from, professionals can work toward developing established referral relationships that create opportunities over time.
“My goal isn't to make professionals better at prospecting. My goal is to help them build businesses where they no longer have to DEPEND on prospecting.”
Dr. Len Schwartz
THE SIGNATURE METHODOLOGYIdeal referral partners.
Ideal referral partners.
Reaching out to you first.
Instead of chasing referral partners, the Reverse-the-Chase™ Operating System is designed to get the right referral partners to reach out to you first.
Created by Dr. Len Schwartz, the methodology brings together expert positioning, professional authority, and strategic referral relationships. It is signature intellectual property within his broader work on business growth and new client acquisition.
THE RELATIONSHIP OBJECTIVE
0110–20 relationshipsA PRIVATE STRATEGIC REFERRAL NETWORK
02Ideal partnersTHE RIGHT PEOPLE REACH OUT FIRST
03Long-term valuePOTENTIAL SOURCES OF QUALIFIED NEW CLIENTS
THE REFERRAL RELATIONSHIP PROCESSBuild a private network.
Build a private network.
10–20 strategic relationships.
Build a private network of 10–20 strategic referral relationships with ideal referral partners who can become long-term sources of qualified new clients.
Expert positioning gives potential partners a clearer understanding of who you help, how you are different, and why a professional relationship could be valuable. The goal is to become the trusted professional those partners choose to approach.
Market Domination Services does not sell or provide lists, leads, appointments or introductions to referral partners. The methodology focuses on expert positioning and relationship-development processes designed to get ideal referral partners to initiate contact.
Explore Reverse-the-Chase™ at MDSTHE PROPRIETARY BODY OF WORKReferral relationships.
Referral relationships.
Expert positioning. Authority.
Reverse-the-Chase Referral Relationship Operating System™
Reverse-the-Chase Referral Relationship Operating System™ is a separate, complementary operating system. It uses strategic positioning and relationship-development processes to help professionals build referral relationships with ideal partners who reach out first. It is not simply the final step in the positioning process.
The referral-relationship system centers on building a private network of 10–20 strategic relationships with ideal partners who can become long-term sources of qualified new clients.
Reverse-the-Chase New Client Acquisition Operating System™
Created by Dr. Len Schwartz, this proprietary new client generating operating system focuses on helping successful professionals reduce their dependence on traditional prospecting, marketing and paid advertising by combining strategic local expert positioning with 10- 20 referral relationships and new-client-acquisition processes.
Read the Definition & PurposeExpert positioning & professional authority
The Market Domination Expert Positioning System™ establishes professional differentiation and positioning. Its components include the Expert Positioning Statement™ and Unique Qualification Statement™.
The Local Market Authority System™ builds visibility, recognition, and credibility around that positioning. These systems complement the separate referral operating system.
See How the Systems Fit TogetherTWO COMPLEMENTARY POSITIONING COMPONENTSThe expert identity.
The expert identity.
The reasons to believe.
The Unique Qualification Statement™
Explains WHY that professional is better/different along with their unique expertise or service.
One establishes the professional's expert identity. The other provides the reasons to believe in that identity.
CLIENT EXPERIENCES · ORIGINAL SOURCES
Referral relationships. Documented client accounts.
Selected client accounts published by Dr. Len in his 2020 podcast archive and on Dr. Len Reviews. Explore the original reports behind the figures.
REPORTED IN THE 2020 ARCHIVE
13referral relationships
Frank S.Financial Advisor
Frank reported establishing 13 referral relationships in less than three months after joining Dr. Len’s service.
REPORTED IN THE 2020 ARCHIVE
$10Min new business
Larry T.Financial Advisor
Larry reported acquiring $10 million in new business during his first six months working with Dr. Len.
REPORTED IN THE 2020 ARCHIVE
$3Mnew client reported
Lauren G.Financial Advisor
Lauren’s archived account reported a $3 million new client in one month, alongside referrals from professional relationships.
A CLOSER LOOKUnderstanding
Understanding
Reverse-the-Chase™.
Who created Reverse-the-Chase™?
Dr. Len Schwartz created the methodology as part of his work developing proprietary business-growth, new-client-acquisition, referral-relationship, and expert-positioning systems.
What is the central outcome?
The objective is to build a private network of 10–20 strategic referral relationships with ideal referral partners who can become long-term sources of qualified new clients. The Reverse-the-Chase™ Operating System is designed to get the right referral partners to reach out to you first.
Is this only for financial advisors?
No. Dr. Len’s work includes financial advisors, doctors, attorneys, accountants, and other professionals whose businesses depend on credibility and trust.
Does MDS simply introduce me to referral sources?
No. Market Domination Services does not sell or provide lists, leads, appointments or introductions to referral partners. The methodology focuses on expert positioning and relationship-development processes designed to get ideal referral partners to initiate contact.
Where can I learn more about the system?
Visit Market Domination Services for current information, or explore Dr. Len’s current intellectual property.