Follow the best odds

 

1. WARM MARKET FIRST. These are the people who already know, like, and trust you — friends, family, former colleagues, neighbors, your church community. They don't need to be convinced you're credible. That work is already done. Start here every time. Keep it simple.
2. LOCAL MARKET NEXT. Once you've worked your warm market, expand locally. Business owners in your community, networking events, the chamber, local expos. Shared geography builds trust faster than cold outreach. Show up, be genuinely helpful, and let your proficiency do the talking.  

The biggest mistake people make is skipping the warm market entirely — burning energy on cold strangers before talking to the people who are more likely to say yes. Don't leave easier conversations on the table.