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Pick Your Clients Carefully
By, Corey Wells

You spend hours prospecting and spend countless dollars marketing to find a lead or prospect. So why would you ever consider turning down business from a prospective new client? The answer is easy. Because they’re the type of people that will drive you nuts!

Almost every one of us has had the client that calls you 10 times a day, the client that is rude, the client that tells you what to do, or the client that demands you spend 24 hours a day working for only them. Well guess what? You don’t have to deal with these people at all. You have the power to turn down their business.

Best of all, turning down their business will make you more productive. You’ll have more time for the clients you can enjoy and profit from at the same time. Eliminating demanding clients will give you more time to find new enjoyable clients. Think of the best clients you ever worked with and imagine two hundred more just like those.

Real estate is just like any other business. All businesses go through a process to select the right type of clients. If a client or potential client is going to be resource intensive, then turning away their business allows you to be more productive in the long run and you can concentrate on ideal clients that don’t cause as much friction. But when you are first starting out and your cash-flow is tight you may be tempted to take on any client that has a potential to generate income no matter how time consuming that client may become. This results in poor time management and takes away from your ability to find more of the less resource intensive clients that are much more profitable.

As you become more experienced and your cash-flow stabilizes, you will develop the ability to identify the type of clients you need to seek out. With this better understanding of the ideal client, it becomes easier to spot a “bad client” that will end up consuming more resources than the output justifies. This can be done in your pre-qualification procedures where you can reject these clients with a clear conscious. Once this ability is mastered, you’ll notice a significant increase in productivity and your profit margins. By avoiding clients that are hard to deal with, you not only increase your effectiveness, but you’ll more importantly improve your stress level and overall mental health.

The best way to find good clients is to ask for referrals from your best clients. Start today by dividing your past clients into 2 Categories. Category A: clients you like and enjoy, and Category B: clients that are demanding. Simply start a regular call to your “Category A” clients once a month. Let them know that you really enjoyed working with them and you were wondering if they know anyone that could use your services.

The best way for you to feel confident about turning away annoying clients is to increase your prospecting. By prospecting you’ll have enough opportunities and leads to choose from and you won’t worry about turning down the occasional deal. However, if you do not prospect enough, you’ll probably end up taking on difficult clients for fear of losing any potential income.

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More.
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This article was originally posted on LeadingExample.com/Blog

Tags:   choose · Clients · leads · Opportunites · Prospecting · Real Estate Agent · REALTOR · Turn DownNo Comments