A new story from 3X Value Growth

3X Value Growth


Hello everyone and welcome to another episode of the three x value. podcast cast my name is Kerry Sol's Value Growth Advisor and author of the bestseller. Multiply your business value in three steps. I I start every episode with a bit of Trivia of the State of New Hampshire and for today might trivia tip is at the University of New Hampshire was founded in Durham. Durham New Hampshire over near Portsmouth in eighteen sixty six. The University of New Hampshire serves undergraduate population of ten thousand. Five hundred. Good students. So one more thing. You know about New Hampshire. I'm joined today on the three x value growth. PODCAST built cates. I let me welcome bill. Thank you great to be here. Where are you calling in from Bill? I live in Annapolis Maryland. I've been here for about a year on the water. Beautiful City on the water do do sailing. No more of a power boater. But I haven't purchased the boat yet I. I decided to have friends with boats the little easier and less trouble. Yeah the work is isn't on your shoulders. That's right definitely so all right bill. Thank you again for joining us for those of you. Who Don't know bill? Let me give you just a brief introduction to Bill Gates Bill Gates started built and sold sold to successful book publishing companies. Bill is now the founder and president of referral coach International and works with businesses who want to multiply their best S. clients by adopting proven processes to generate more purposeful word of mouth referrals and introductions from advocates. The bill is also the author of three bestselling books. Get more referrals now. Don't keep me a secret and beyond referrals. His newest book will. We'll be radical relevance and scheduled for release this month Yup hopefully by the end of this month excellent. Congratulations the tidal title. For seven questions interview is multiply your best clients and we will do that in just seven minutes. Are you ready. I'm ready. Let's do it your seven-minute starts now bill. Who's your ideal client? My ideal climb for my business our advisers other professionals in their firms who want to like you said multiply their best clients and I believe that serving the heck out of clients will create incremental growth. And we need to do that. But if we have ways to leverage to promote introductions than we can create exponential growth and everybody wants to increase revenue without increasing their marketing budget. And it's the introduction. Said will allow them to do that. Very cool so my second question is what is the problem that you see that you solve for these businesses to help them create more clients. Sure these days it's reaching enough of the right people I've Kinda coined a phrase right fit client and so I don't care how successful someone is how long they've been in this business. They usually want at least another right. Fit Client someone. They were meant to serve someone who was meant to be served by them and well one of the biggest problems in reaching. Those people is Well I should say is reaching those people right. It's hard to get through all the noise. It's hard to get on their radar so the introduction the closest weight or the easiest way to become relevant then get on. Someone's radar is through an introduction from someone else they trust and so if we can meet more people through introductions not just word of mouth not just hey call George use my name. It's really getting introduced. And then my newest book radical relevance takes over from there of how do we message our value. How do we message is what we do in a way? That's going to resonate with this new suspect that Opel become a right at client. So it's it's reaching more of the right people many advisers. Tell me if they can just get in front of enough of the right people they can take it from there. So that's where I help and so my third question is what are the typical symptoms of of that problem that you see prospects clients experiencing and to make them realize that they have this problem. Sure he'll most people kind of know they have it and I just got off a coaching call with a client. Who's going through our video based training in them? We're GONNA work in person and it's kind of a mix of things but one of the challenges they have. We're actually getting the connections right. They have clients who are willing to talk about them. They're creating word of mouth sometimes. Those connections are made but a lot of places places the connections are not being made. They're not getting actually introduced and reaching out to those people in in the best way to bring them into their world so essentially I help them see the gap in their process. Sometimes the gap is not being purposeful enough they promote the possibility of introductions. But they don't really ask ask then WANNA look aggressive needy pushy I get that and so we have processes in place to help people bridge that gap of how do we become appropriately proactive without again looking New York or pushing. And that's really what a boils down to is the ask. You can dance all around it but if there isn't an ask you you can't move forward and you don't even know what the client needs. Never mind if you have a fit you have to ask absolutely so my fourth question in comes out of that. What are the most common mistakes that you see them making when they tried to go it alone? Do this without your help. So kind of piggybacking on what we just said is they dance around it. They they promote introductions. They say we're never too busy to help other folks or I teach a phrase. Don't keep me a secret that's good. That's sometimes actually create some good activity but it's not really the ask and in the ask the biggest mistake I see people make is they come to general. The fatal mistake is do you know anybody else. We can help they throw up in the whole universe and hoping that their clients will think of someone but quite often they draw. Aw blog and so the most powerful way to ask for introductions is to come with some very specific people indoor categories of people that you we know your clients no so. That's that's one of the biggest mistakes is not really asking in the right way when they do ask. And then as I mentioned earlier not working with the referral source to get the actual introduction having a process to get introduction the collaborative process to get introduced so that you get another person's radar in the best possible way that's great so number five comes out of that. What would be one valuable free action that you could suggest to our audience that they can implement it will help them increase their business from the world that you work in sure probably the most important thing in valuable thing? I've been teaching for twenty five years. Something I call the value discussion. You could call it communication review. You could call it value review. There's a lot of different words but essentially you're checking in with prospects and with clients and you're asking open questions and you're saying you know we've talked about a lot of things in today's meeting what stands out as the one or two most important things we've this or if if it's added deliverable an insurance policy of financial plan no we've been through a process to get to this point. Can you tell me the value you've gotten from the process. Notices are open. Open any questions. We're trying to get the client to get in touch with the value in articulated and then if it's a review meeting you know we've been working together for a few years can stop and reflect act on things we've done over the last couple of years. It stands out as in some of the value that you feel. We've delivered over these years and you can come prepared with a few things to suggest. It's not a value. Are you telling it's a conversation and I'm telling you this one thing that I've been teaching so for so long. It's amazing there from from that value discussion value check in you can promote introductions you can ask for introductions a lot of good things can move from that value discussion excellent so building on that. What has one valuable free resource that you could direct people to that will further help them to solve the problem? Oh sure and I appreciate that. We have a great little tool that had five strategies. Essentially we we call the five worst kept secrets to multiplying plying your best clients and you can get that at multiply your best clients dot Com multiply your best clients dot com. We call it. The worst kept secrets is because narrowbody in the center of the five seats for this the ten secrets for this. And you'll look at them. They're not really secrets right. These aren't really secrets. But these are things that people aren't implementing as well they could so multiply your best clients dot com. That's excellent will include that in the transcript too so my last question for you is really to turn the tables and turn around and say what's one question that I should've asked you but I didn't and what would be that question. And what would be the answer while there's so many of whose who's I guess one is. Why do people not try to multiply their best claim? Answer you know. Why do they not ask? And of course it's fear for its mistaken assumption limiting belief again. Some people think they just serve the heck out of their clients. They'll get all the introductions they need and that's half true but without being proactive active. We miss a whole lot of opportunity and some people don't want to look pushy. So the key is having the right approach right with the right approach this idea of asking. For introductions introductions actually becomes very accessible to everybody so it's a matter of actually having the right approach and part of that's the right words and I like to give people words now I don't expect you to use the exact words I give them. They need them massage them and adapt them to their world their clients but sometimes when they realize oh I could do it that way. I could say it that way. Then and all of a sudden that strategy or tactic actually opens up to them so being aware of what is their fear doubt uncertainty around this and acknowledging that right and say okay. This feels awkward. I get it. How can I get past this awkwardness? And that's certainly a part of the work ideal of people tap into my world and they can learn analog even without talking about me and my goal is to bring value. Absolutely you've brought value today. Thank you very much bill. Kates for joining me here on the three x value goes podcast. Thank you for being my guest today. You Bet thank you. Thanks for checking out the three x value growth podcasts. If you like what we're doing here here head over to items and subscribe leave us a review or rate us. It's very much appreciated. And if you'd like to learn more about the three x value growth model go to W._W._w.. Three X value growth dot com forward slash modeled for the P._D._f...

Coming up next