Ask yourself this:
“What would I do if I only got paid when my client gets the result?”
Notice how, the moment you start thinking about the answer, two things happen...
First, just by saying those words, your mind immediately recalibrates your priorities. And instead of focusing on you getting paid…
You’re now thinking about your ability to actually deliver those results.
When your money is on the line, you need to be 100% positive that your strategy (or product) is a sure-fire thing.
And second, as you think about the actual results you can deliver…
You also start narrowing down your ideal prospect.
Because the truth is, a great part of your success depends on who the client is. And what characteristics that person needs to have to get the best results from you.
For example, I noticed that when people ran into challenges with one of my real estate programs was when:
They were in a market that was too small... they were brand new to real estate, or... they didn’t personally work with buyers and sellers and delegated stuff to a team.
So I made my decision. And I started eliminating people from my prospects' list who I knew I couldn’t help.
In fact, when I sent out the email about my new pilot program, I explicitly stated the type of person I was looking for.
Here’s how that email went:
"I’m starting a new pilot program next month and I’m looking for some very specific people. If you live in a market of more than 20,000 people, you’ve been in real estate for at least one to two years, you personally work with buyers and sellers, you’ve got time to work with two new buyers a month starting next month, you’re friendly and coachable and you can keep a secret... just respond to this email. Put project Cyrus in the subject line and tell me a bit about your business and I’ll be selecting people this weekend.”
Guess what happened?
People were emailing back in droves and pitching me why I should let them in. It was zero friction.
But here’s the best part.
When you’re 100% sure you can deliver, you can charge as much as you want.
Because when you align your goals with your prospects… and you start focusing on results instead of you getting paid…
People will happily pay you for it.
But it all starts with you getting clear on what you’re able to deliver.