Loading ...Many of the consulting clients and coaching clients I work with HATE their clients. They tell me that they are: too cheap, too lazy, don’t return phone calls, are too irritating, expect too much, are too price sensitive, too hard to get in touch with … and on and on.. and on…
What I am about to tell you may sound very simple on the surface at first but stick with me and I will take you by the hand and show you exactly what to do.
IF YOU HATE YOUR CLIENTS IT IS YOUR FAULT!
I first heard these words from Dan Kennedy one of the foremost marketing minds in the world. It really didn’t hit me at first.. How could it be MY fault that my clients are horrible pains in the butt? Well guess what — If you hate your clients it really is YOUR fault. Why? Well you choose them .. right? So here is the simple answer of what to do if you hate your clients…FIRE THEM !
NO THAT WAS NOT A MISPRINT
You choose them and you hate them.. So fire them ! Yeah , I know you are scared out of your mind just at seeing this in writing so I’m going to explain to you how its done. Here are several examples of real life situations I have had and how I handled this. I will give them to you from the mortgage industry but they are applicable FOR EVERY business… But only if you have the Courage to do it.
— I used to do most of my business with Realtors and most were an enormous pain in the butt who called consistently , bitching , whining, screaming and always trying to beat me down on my rates and points. So I fired the ones I didn’t like .. and three things happened.
1. My income went up dramatically because I was no longer in a bad mood or wasting time with agents who were “just using me” and could spend more time marketing.
2. I was much happier – See # 1
3. Agents and borrowers had more respect for me and rarely questioned my fees because word had gotten out that I would actaully FIRE clients and agents.
I have done the same with my high level coaching program ( Platinum Group) . This is a group of successful , high level, high energy, business owners from around the country who I coach and consult with… They MUST apply for admission to this ELITE group. They pay over 20,000 dollars a year to participate.
Over the years I have publicly fired 3 of them from this group. Yes , Right in front of a 2 day group meeting I have told them to leave , paid for the ticket there and home and given them an instant refund. Each of them has seemed dumbfounded. “You mean you won’t take 20,000 from me?”
YUP — THAT”S RIGHT ! ONE OF THE THINGS YOU WILL NOTICE WHEN YOU FIRE THEM…
is that word gets out and the rest of the group starts to fall in line. Or as I say it.. The rest of the inmates go back to their cells and the riot is over.
HAVE YOU EVER NOTICED … that you spend over 80% of your time with prospects or clients that produce only 20% of your income. THE CORRECT equation is to spend 80% or more of your resources on the people who produce most of your income. Ignore or fire the rest. Don’t be scared .. Just do it.
SO HERE IS YOUR PLAN
- If your clients/propects are cheap — find the ones willing to spend money. They are out there. Want me to prove it to you? Look around your town. There is most likely a McDonalds or Burger King and then there is the bar/resteraunt that sells a 9 or 10 dollar burger.
There is a Hyundai dealership and probably a Cadillac dealer. There is a Walmart that sells watches and jewelery and there is a fine jewelery store. Yeah — I know — You provide a service right? Well I would bet you that there is an H and R Block or Jackson Hewitt and also an accountant who charges north of 100 or 150 an hour… and all of these businesses are doing fine. You just have to choose who you want to be and go after ONLY those type of prospects.
( now would be a good time to go into the archives and read the article entitled “ARE YOU A HEAD OF LETTUCE)
– If your clients complain or are a constant pain in the butt.. Just fire them. Word will get out that you are serious and won’t play games.
— If your clients expect too much– Set the expectations up front and then over deliver
— If your client value for each deal is too small… Find ones that generate bigger ones. In the mortgage industry my members used to complain about small loan sizes. My advice has made them 100’s of thousands of dollars. Start finding areas with BIGGER LOAN AMOUNTS.. Almost every major area in the country has an affluent area within a 50 mile drive of where you are..
Allright– my fingers hurt from this one so time to wrap it up..
ACTION PLAN: Fire your time wasters and pains in the butt. I know its scary. It was for me to. But doing it ( in a proffessional way) will make you money and make your life much happier. Now grab a pen and pad and write down what your ideal prospect/client looks like… You will never get what you want if you don’t take the time to quantify what that looks like.
NOW start marketing ONLY to people who meet this profile.. This is so different than what most people do or think. We start marketing and then feel we are forced to deal with whoever and whatever comes our way…
WHY NOT ONLY INVITE THE PEOPLE YOU WANT TO WORK WITH TO RESPOND ! Imagine having a party and putting an ad in the paper and allowing who shows up to come in? Of course you wouldn’t do that so why do that with your business?
OOOOOOPS !
Sorry – I almost forgot to give you the script. ” Joe, I wanted to let you know that my business model and structure has changed and I am no longer able to assist you. I am really sorry and I hope we can remain friends.. Best of luck.. ” or what I am saying to myself at that time! “SEE YA –WOULDN’T WANT TO BE YA!”
WHAT DO YOU THINK?
Know anyone else who might benefit from this wealth mindset artcile? Then please send it to them … the link is below and right next to that button is the place for you to leave me your comments.. Really would love to hear your thoughts. Are there any Topics you would like to see me cover? Tell me !
To Your Next 12 Months,
Brian Sacks
PS- If you would like to hear my “phenomenon” story and how anyone can accomplish more in your next 12 months go to http://www.brian.in12months.com
If you would like to learn from the same “masters” I learned from go to http://www.whatiused.com
Dan Kennedy and Bill Glazer Have allowed me to give you What many call the MOST INCREDIBLE FREE GIFT EVER.. Check it out at http://www.freegiftfrom.com/briansacks
NOW LEAVE YOUR FEEDBACK AND COMMENTS … I READ THEM ALL !
