The following is an excerpt from Patrick D. Kelly’s new book Rainmaking 101: How to Grow Your Client Base & Maximize Your Income:

Millions of people embark on professional careers as CPAs, engineers, insurance agents, financial advisers, bankers, lawyers, and corporate managers only to discover that being technically proficient is just one element of being successful. Few receive any formal training in selling their services and themselves. For most, developing business is a sink-or-swim proposition.