If you’re going to market with low-value assumptions, you’re probably leaving some of your best opportunities on the table. One thing I know a lot about is high-value clients. Why? Because I am one and most of my friends and family are exactly the kinds of clients that you would love to have in your business. A lot of agents and leave opportunity on the table when dealing with clients like me. How does it leave opportunities on the table? By making low-value assumptions.

As a client, I want to deal with a pro, somebody who understands my needs better than I do and who can position me financially better than I can position myself. So any agent who shows up with a product and a price is really about 25 years late to the game with me, but it’s actually worse than that because if you’ve built a clientele, a team, processes, and priorities around low-value assumptions, you may be systematically chasing off customers who would otherwise give you the best opportunities to help them and to drive profit.

So if I have described your agency, then make the commitment to start making high-value assumptions about your clientele and about your employees. Get in the habit of meeting your customers and having high-value conversations, and then use those meetings to increase your team’s skill at building relationships of trust. I hope you’ll try that on and let us know how it works. Of course, we’re here to help.