The first time the light bulb went off, it felt so good… so liberating.
Up until that point, if a prospect could fog a mirror, they were a good fit. That was my Right Fit Client description: alive!
“Everyone is a prospect,” I was taught.
“Make everyone a client…” really meant… “sell something to everyone.”
It took coaching and training outside of the financial industry to gain the courage to stop working with anyone and everyone.
You know what’s interesting?
When you are selective about who you work with, it actually makes qualified prospects want you more.
Weird, isn’t it? Counter intuitive.
Yet, it works to your benefit!
Ever notice: we want what we can’t have. We want it even more.
Here’s my philosophy: live and operate your business with a sense of abundance.
However, to succeed, you must create a sense of scarcity when it comes to working with you.
Prospects need to know that while they are interviewing you, you are interviewing them.
And you need to hold the line.
Those who’ve been trained by me know about the Prospect Hammer. You whack yourself whenever you feel yourself deviating from your own written description of a ELP Prospect.
Easy to work with; Listen to what you say; Pay you the most.
STOP letting unqualified prospects into your world who shouldn’t be there.
Go through your current client base. Find the non-ELPers. Run the numbers and upgrade the bottom 20%. Then, the next 20%.
Most of all: START attracting more qualified prospects.