The Local Authority

What it looks like

How The Local Authority answers across all four pillars.

• Could you list, right now, the 20 local people most likely to send you business in the next year?

  “Name them, where we met, what they need next. It is written down.”

• Someone hears your name tonight and searches you. What do they find?

  “Me, in my own voice, explaining how I think. Recent, too.”

• In the last month, how many real 30-minute conversations did you have with people in your sphere that were not about a live deal?

  “Four or more. It is how I run my business.”

• A job closes. Over the next 12 months, what happens with that relationship, on purpose?

  “A rhythm of touches I do not have to remember. It runs.”

All four pillars

• Sphere

  Your business already runs on people. The question is whether you could name them, all of them, today.

• Visibility

  A referral gets you mentioned. Visibility is what closes the gap between mentioned and chosen.

• Conversation

  Deals are episodic. Conversations are the rhythm between deals, and they are where the next deal quietly starts.

• Follow-Through

  Closing day is the highest-trust moment you will ever have with a client. What happens in the year after it decides whether they ever say your name again.

Questions

What is The Local Authority on the Local Authority Score?

Your town already trusts you. You are one show away from it compounding.

What is the blind spot of The Local Authority?

It all runs on your presence and your memory. Nothing is on the record, so none of it scales past your calendar.

What should The Local Authority do next?

Put it on the record. Your first episode is a conversation with the person who would say yes before you finish asking.

What are the five Local Authority types?

The Solo Closer (You close deals. Alone); The Best-Kept Secret (Great at the work. Invisible in the market); The Familiar Stranger (People know your name. They never hear your voice); The One-and-Done (Loved at closing. Forgotten by renewal); The Local Authority (Your town already trusts you. You are one show away from it compounding).

How is the Local Authority Score worked out?

Twelve questions, three for each of the four pillars (Sphere, Visibility, Conversation, Follow-Through). Each pillar is scored out of 25, for a total out of 100. Below 80, your type is named after your weakest pillar. At 80 or above, you are The Local Authority.

The other types

• The Solo Closer

  You close deals. Alone.

• The Best-Kept Secret

  Great at the work. Invisible in the market.

• The Familiar Stranger

  People know your name. They never hear your voice.

• The One-and-Done

  Loved at closing. Forgotten by renewal.