How to Attract More Perfect Clients – #TomFerryShow

May 9, 2017

There is one thing that every agent wants…
To attract more perfect clients!
Before you can attract the perfect clients, you have to know a few things about your own business…
If you really want to make your business repeatable, scalable, or enjoyable it starts by having the perfect clients!

5 Questions To Attract The Perfect Clients

Here are some questions you should consider for your business:

1. Where are you authentically really an expert?

Think about what the consumer wants…
They are looking for the hyper local expert who knows the area!

2. Who is your ideal/perfect client?

What are the attributes, qualities, and values that you are looking for in an ideal client?
Maybe it is easygoing fun people who understand the value you can provide to them, and they respect your level of expertise.
It is more than that though, and you need to ask yourself a follow up question too…
Who are your business, skills, and systems best set up for?
It is one thing to say you want to work with easy going luxury clients, but are your systems set up for that?
You have to know what you want, but you also need to look at what expectations the perfect client would have.
Once you know what that client is expecting, you can deliver!

3. Who do you not want to serve?

Think about the opposite of your perfect clients!
Also think about who you aren’t ready to serve yet…
For example, maybe you aren’t setup for sellers…
If you want to get sellers, make sure you’ve got the systems and process in place to serve them!

4. What questions and process do you use to identify if the client is a fit?

Think about these types of questions:

Towards and away
Value elicitation
Basic pre-qualifying

Those questions will give you some insight into who your ideal clients are.
Then after that think about the triggers…
This is their tone, energy, and responsiveness when they answer.

5. What lead gen systems best attracts the ideal clients?

Don’t fall into the challenge of just looking at your ideal customer as being all cash, ready to close, and will refer 30 friends!
We know that like attracts like, so who do you need to be to attract the ideal customer?

How I Met My Wife

Can I tell you a quick story?
Brian Tracy was my mentor and many years ago he told me that it was time to find a wife!
I thought that was great, but didn’t even know where to start.
Brian told me to write down the ideal qualities for my future wife.
That conversation took place on July 17, 1991, and I met my wife as a “prospect” 30 days later.
It took me getting clear on what I was looking for, but also understanding that I wasn’t the right person yet!
I had to spend time doing the work on myself to make sure that I was the right person for her!
When you know what you want, you can be the kind of person that attracts that!
I use this story of meeting my wife as an example, but the same type of thinking applies to the types of clients you will attract and work with!
Imagine what your business would be like if you worked with those perfect clients!
By the way, here is that book I was talking about in the episode, Attracting Perfect Customers.