... 9, 10Motorola, 231 NEAD-PAY, 33 , 34 Needsassessment, 71unmet needs, finding, 138 wants versus needs, 85, 86, 93, 94Networking, 27, 28, 32 , 228 and unqualified prospects, 37 , 38 Newsletters, ... you in-formed of my progress. Thank you for being my client and for helping me expand mypractice.With warmest regards,(signed) 101 Marketing Strategies 254Waugh 21 apps 2/4/04 10 :34 PM Page ... 6Employeescoaching, 234 – 236 as internal clients, 161–164motivating, 9, 10referral development, 2 03, 204selling skills, developing, 238 –240training programs, 231 – 234 , 236 , 237 turnover, 44, 161, 162, 238 Engagement...