What a difference a few weeks make!

Opportunities are everywhere.  You just have to look and more importantly, take action!

A mastermind member who deals with commercial real estate investment was in trouble.  The Covid-19 lockdowns and uncertainty meant most of his commercial business dried up.

So he looked at how else he could serve his clients.

Given his finance background, a colleague suggested he add finance broking to his portfolio.  So he went through the laborious process and is now in a position to offer refinancing to his clients.  Just one of whom he’s saving $1,100 a month on a $800,000 loan.

So the “crisis” has presented a new opportunity to serve his clients, both now and into the future.

Now is a great time to talk to your clients – past and present and perform a Value Gap Analysis.

Make a list of everything you do for your clients.  Then break this down into small granular chunks.  Each item represents on job your clients want done.

Call and ask what value they put on each.  Use a scale of 1 to 10 so you get consistency over a number of clients.  You can read more about our Value Gap Analysis method here.

Ask why they think each job is important to them.  Then think about what else you could do around this particular item.  Where could you add extra service.  Either before this job or after.

This could lead to a realignment of your offering.  New partnerships and collaborations or even a completely new service line.

But you’ll never know unless you ask.

And by that I mean picking up the phone.  Don’t try and do this via some web survey.  You need to ask intelligent, probing questions and dig deep.

Yes, it takes effort.  And the rewards will be great.  Not only will you know what you should be focusing on, but your clients will appreciate you involving them.

It’s your responsibility to reach out – take action.  The ball is ALWAYS in your court.

And finally, to help you, we’re offering a complimentary 20 minute brainstorm session where we’ll work out what questions you should ask, to make the most of your client reconnection calls.

This will give you an unfair advantage as I guarantee most of your competitors will never bother doing this.

Obviously we can only do a limited number of these sessions, so message me and we’ll arrange a time in the next couple of weeks.

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