He/She Who Make The Rules Wins The Game

In the last fortnight, 7 people applied to join my elite Blackwing Profit Coaching Club program.

I accepted 4 applications, and knocked 3 back.

These people had all provided their credit card details, wanting to give me money… and I said ‘NO’.

WHY?

Because life’s too short to spend one minute with someone you don’t enjoy. My Coaching Club posse get heaps of my time and attention, so I’m very selective about who I let get close.

WHEN IT’S YOUR BAT & BALL, YOU GET TO MAKE THE RULES…

What about you?

Have you ever had a toxic client?

I know from experience that it’s easier to stop them at the gate than to try to remove them later.

Toxic clients Poison your People, Ruin your Relationships, & Mess with your Mojo.

ARE YOU GOING TO BE EASY OR HARD?

EASY financial planners will talk to anyone. They’ll take on anyone. They’ll be all to anyone. But what happens is that they get their time wasted, they’re overlooked & disrespected.

HARD financial planners… are exclusive, they attract the best calibre of client, can charge a premium, and avoid all the low-end headaches.

HERE ARE THE 9 WAYS I AM SELECTIVE ABOUT WHO I WORK WITH — HOW MANY OF THESE CAN YOU USE?

1. Make a list of the ‘deal-killers’ (the qualities that you don’t want to deal with again in a client). As soon as you spot one in a prospect… RUN.
2. List the top 10 qualities of an ideal client, and only work with people who possess them.
3. Score each lead A-B-C-D like Paddi Lund used to. A = Awesome. B = Basic. C = Can’t deal with them. D = Dog. Put the dogs out of your misery, and only work with A’s.
4. Get clients by Ascension. Allow people into your entry-level advice programs, and invite the people of quality to upgrade.
5. Fire clients and say ‘NO’. I’ve only had to fire a handful of clients. In each case, I waited too long to do it. The rule of ‘Slow to hire, quick to fire’ applies here. Easier to say no upfront.
6. Trust your gut. As soon as you sense that something might be a little off… say no. Too often we ignore our gut… but intuition is you “IN TUITION”. Take the tuition and save yourself a whole world of pain.
7. Invitation & Service Agreement Only. This serves 2 purposes: a) makes your prospects ‘sell themselves’ on why they should become your client and b) lets you interview them from a position of strength, not a place of neediness (as opposed to them interviewing you….).
8. Only let your best people refer. Quality people are connected to quality people, and dogs lie down together.
9. Make sure the commitment goes ‘both ways’…. Yes, you obviously have obligations and things that you commit to, but make sure that your client commits to some things as well so that it becomes a ‘two-way’ commitment.

You don’t’ just want clients. You want the right clients.