What Would Your Best Customers Buy If You Were Smart Enough to Offer It

What would happen if there was suddenly a law passed and you were only allowed to do business with people who've already done business with you going forward. You're not allowed to find new people. You're not allowed to advertise. You're only allowed to work with the people who you've already established a business relationship with.

Could you imagine what that might be like for you? I mean when we talk today about the profit activator 6 providing after sales service and nurturing lifetime relationships in profit activator 7 that's a good mindset for you to think about is to start thinking what would you do if you could only work with those people I I'm a big fan of provocations and of artificially constraint uh constraining things just as a thinking mechanism to help you see like what would be the value. I I believe that you would be completely innovative if you were only allowed to serve the people that you've already served. If you've been in business for any amount of time, you've got people that you have successfully gotten a result for.

you've gotten the same result for for many people. And if you just start thinking about what else could I do for the people that I already serve, I'm sure that if you've been for for many years doing something that you started out serving a particular market at a particular price point with a particular product or service that you offer to help them get some kind of an outcome. And one of the biggest things that I see people doing is just feeling constrained by that of see limiting themselves to that. And as you evolve and you grow and you're able to get more and better results for people, what if you offered the people that you already have a relationship with the opportunity to get even more results because of their relationship with you?

And I love there's a question that I forget who told me this but they asked the question what what would to ask your clients what would you definitely buy from me if I was smart enough to offer it to you? And if you think about just take a list of the people your best clients, the ones that that you've had a great relationship with and start to think what else could you do for them. Is there a way that you could help people out of the struggle of getting the result that you're helping them get and take on as much of it as you could? We've been I've looked at it for years.

we've helped real estate agents and the thing that I recognize and this applies to all entrepreneurs by the way is that there are different ways different levels of being able to uh to help somebody get a result. So, for years, our go-go agent platform has been uh like a gym model where you come in and all the equipment, all the tools, all the ads, all the postcards, everything that you need to apply these things to your business are available for you. And but you have to come in and you have to to do it. And just like a regular gym, there's a lot of people who join the gym, but they don't come to the gym and they don't work out or they come and maybe they just do a little cardio and and leave, but they're not getting the results that they could get.

So, I started thinking about could we do how could I help people with that? We did boot camps to add some accountability to things where we did a a sprint where we would do a a 6 or 8 week program that they would install one of the elements of the listing agent lifestyle into their business. And that worked because it had the accountability and it had the um the sort of intention of people taking action on the thing. But the majority of people didn't or weren't able to to take the action.

And then I started looking at it from a standpoint of what if I was responsible for getting the result for my client? What would you what would you do? Right? And I started realizing as I looked what would they have what has to be done to get the outcome that we're trying to get them.

And I started listing line item all the things that they would have to do. And in that I realized that we could, and by we, I mean somebody could do 95% of the things that need to be done if somebody would just um you know be able to synchronously and on a scheduled basis be in one place to get the the 5% of the uh input from them. everything else could be done. And we started articulating that as like working with a personal trainer except we're going to do the sit-ups and you're going to get the six-pack and it's zero resistance there.

So I think one of the biggest opportunities that you can have is observing the people that you're already working with to get the result that you already help them get and think of how could you offer that in a premium way in an assisted way in a way that would give them certainty of getting the result. But maybe you have to 10x your price to do that. Maybe you have to what I I love the thing of thinking about first of all what would be the best way to get the result and what would be what does that need to cost to do it rather than uh I find that a lot of times business owners are constrained by the current pricing model that they have. They're trying to fit everything in and do it at whatever is an affordable thing without thinking about what would really get the result for people and what is that worth to them.

And so if you elevate uh you know this thinking of what could you do after you've got a relationship with somebody for the first time, how could you raise the level of of offering or service that you have to uh fully help them get that optimized? And that's really where everything about your during unit drives what we do in your before unit. It starts with an offer. It starts with realizing what it is that you can do and your people already know you, like you, and trust you.

So, I think that that real question is for you is what would your clients definitely appreciate or buy from you if you were smart enough to offer it to them? And then try it. You can send a short email to people and say, Hey, here's the thing. I did this in my business for years.

I've been doing live events and I decided that I wanted to work with some people one- on-one. And I just sent an email to my existing clients saying, "Hey, I'm going to work with a handful of people one- on-one this year. Would you like to work with me?" That's all it took was to say that.

And then the people who wanted to would reply back and I'd tell them how it worked. and immediately I had my allocation filled of those things with the most expensive thing that I offer. So that's my encouragement for you is think about what would your clients definitely buy from you if you were smart enough to offer it to them. I got a funny email the other day from Rick.

It says, Dean, question. Are you saying you can teach me to make fat stacks by hanging out at a pub drinking coffee like you? And I laughed to myself because I was thinking, you know, yes, I I can do that. That's what I do.

is the funny thing. What I really realized is that every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen onto a piece of paper in my journal before it went out into the real world. And if I can turn people on to that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you, and how to find the most profitable things that you can install in your business. I'm all for it.

m. I'm going to do for the first time a 50inute profitfinder workshop and you're going to join me live on Zoom and we're going to go through a 50inute exercise. Bring your pen. Bring a notebook or piece of paper.

And I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there. But I'm going to show you where to look for it. So, it's free. It's for you.

m. this Friday. Just watch. Go to What did we call the website, Josh?

>> 50inut profitfinder. m.