It was called the One Card System when I started in the insurance business in 1980. Get 100 clients year. Sell them whatever.
The problem was, the so-called “experts” said I should make everyone my client.
After 10 years, you’d have 1000 clients – and want to slit your wrists because most were not great clients. A service nightmare… with clients who do not fully value who you are and what you do.
Once I started receiving business coaching outside of the financial industry, it became clear to me that those “experts” were steering me down the road to disaster… the road to being an average advisor… the road to mediocrity… the road to frustration.
However, it was scary for me to say, even to myself, that I only wanted certain kinds of clients.
Won’t that limit my business if I target certain kind of clients, I wondered?
Actually, it’s just the opposite. When done right, your business will explode.
The minute you begin to target certain niches – you actually become even more magnetic. It’s the power of exclusivity.
Having a clear understanding of your Right Fit Client is absolutely essential – for you, your team, your network and your prospects and clients.
And, it must be in writing! Writing it down forces you to be clear about who you’ll work with… and who you won’t.
That you’re not everything to everybody… that you’re more valuable than that… and that you’re unique.
It’s time for you to stop trying to be valuable to everyone. If your Right Fit Client is everyone… it’s no one!