The Client Letter
August 16, 2011
Sedona Arizona
RE: Clients and real estate.
I once worked with a client who was in the business of investing in raw land. In the raw land business, you buy undeveloped land (land with nothing on it), split it up and sell off the parcels for a profit.
Smart real estate investors don’t employ the strategy of buy and hold. They don’t invest in a property and then hope they make their money by waiting for the property to appreciate.
That’s basically speculation. And speculation isn’t a stable business.
Dan Gallapoo “Doberman Dan”
Direct Response Entrepreneur, Copywriter and Consultant
Instead, they buy undervalued properties where they can already see a return.
In real estate, you make your money on the buy.
In the client business, I think it works the same way.
The better you get at attracting the right kinds of clients, the easier (and more profitable) your business will be.
80% of success is simply attracting the right clients.
The challenge is to learn to discover the clues of a profitable client. Sometimes they are hidden and require work to uncover. This work is worth it.
The clues will vary with every industry no doubt, but here are some general characteristics to look for:
- Profitable clients have money to spend. Period.
- Profitable clients are used to investing money in people like you.
- Profitable clients perceive you as the expert.
- Profitable clients aren’t interested in “nickel and diming” you, they are interested in the potential for results.
So the next time you’re out looking for clients, don’t be in a rush. Yes, you might “need” the money. But remember that choosing a bad client is going to keep you from having that time available to work with a great client.
Choose your clients right and it will make a huge difference to your success, your bottom line and your sanity.
See you tomorrow,
Jason Leister
Clients Suck
Creating Success for Independent Professionals
ClientsSuck.net
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