The Desert of Arizona
Cloudy 51 Degrees
In Harry Potter, the sorting hat was tasked with the job of placing each student into one of the four houses at the Hogwarts School of Witchcraft and Wizardry.
In the client attraction game, the sorting hat comes in pretty handy too. But we have to remember to use it. Otherwise, you can get dragged down into places you don’t belong.
“This one, not that one.” That’s the mindset you go into this with. It’s not, “I hope they hire me!” Take a moment and think about what energy that’s putting out into the world.
If you remember nothing else today, remember this:
With every new client you attract, you are hiring them just as much as they are hiring you. Throw the “teachings” that school brainwashed you with out the window. Those were designed to train you to sit in the factory eight hours a day and take instruction from authority. This is not school. The client is not the teacher. The client is not even the authority. The client is the person you are choosing to help lead somewhere they can’t get on their own.
So over time, your ability to sort out the clients you want from those you don’t is extremely important.
If your first reaction to this was to think to yourself, “Yeah, right, I’ll take any client that comes along!” then you aren’t yet at the stage where your platform has taken that thought off the table. That’s no problem, as long as you keep moving forward towards that goal.
But sorting is what’s going to keep your business improving over the long term instead of just making you “busier.”
Remember, profitability means you are generating more output from less input. That doesn’t just “happen” unless you are directing the show so it DOES happen.
Just like your system for client attraction, you also build a system for client sorting. You can create “disqualifiers” that sift and sort for you.
One effective disqualifier is money. If you ask for money before you speak to prospective clients, you will effectively repel most every individual who is not suited to be working with you.
That may or may not be a good step for you and your business. You have to make that decision on your own. And that decision can change over time.
I tried it years ago and it was too early. The platform was not yet developed.
These days, it’s fine. It keeps me from attracting the wrong folks.
Client attraction never ends. And your sifting and sorting processes can always improve.
This isn’t the business for people who want to get it all done and then just coast along.