Whether you are looking for the ideal luxury real estate client, a life partner, or if you simply want to attract more people in your life who support who you are, having clarity about what you want to attract is critical.
A number of years ago I was leading a coaching call and we were discussing how to attract the ideal client for your business. One of the people on the call had built a $300,000 per year business (that's net income to him) in just six months. I asked him what he had done to achieve this level of success. Here's what he said:
"I made a 16-page list of all the characteristics of my ideal client, right down to the belt and the tie he wore."
When I asked him if his ideal client had appeared in his business yet. His answer was,
"No, but a lot of his brothers and sisters sure have."
If you're interested in attracting your "ideal," the first and most important step is to have clarity about who your ideal client actually is and what is important to him or her. To "attract" this individual, you must have the same core values and characteristics. Putting it a little bit differently, you attract who you are. Consequently, if you want to attract clients who are fun to work with, you must be fun to work with as well. If you want clients who are honest and reliable, you must be honest and reliable as well. Whoever you are as a person, your client's will mirror both the best and the worst of those characteristics.
In addition to having clarity about what you want to attract, you must also have clarity about what you are unwilling to accept. One of my clients had a 25-point list of what her "ideal" man would be. As we worked together, the quality of men she attracted continued to increase, until she attracted someone who had virtually everything on her list. The only problem was, he was still legally married, even though he and his wife lived in different states and had been separated for several years.
Why did she attract this person? She had forgotten to put that being "emotionally available" and "not married" on her list. She added "being single" to her list and is now in a serious committed relationship.
When you have clarity about what you want in your ideal, sometimes you may have to "pass" on those who don't fit what you need or how you conduct your business. For example, a good friend may want you to help her with a short sale on her house, but you don't really work with short sales. In this case the best move you can make is to refer her to someone who specializes in short sales and has an outstanding closing record with that type of transaction.
When it comes to attracting more clients, if your schedule is already packed to capacity, there's no room for new business. To make room for better quality clients, you must free up your schedule. A great way to illustrate this point is to take a vacation. Agents who do this are almost always inundated with new clients and people who want to write offers.
A great way of looking at this is that if you have a beat-up old car in the garage, there's no room for the shiny new red convertible. In other words, get rid of the buyers who won't buy, the sellers who won't get realistic on their price, and take time off. Not only will you feel better for doing so, you'll be surprised at how many more great clients show up in your life.
Posted by Bernice Ross, Join us this week on RealEstateCoachRadio.com with a very special guest, Chris Smith, the chief evangelist for Inman News and one of the sharpest younger minds in the real estate industry. If you live in Austin you can see both Bernice and Chris live at Agent Reboot on Tuesday October 4 from 8:00 to 3:00 at the Palmer Event Center. If you aren’t in Austin, you can still hear Chris and Bernice doing this five part series this week called A Blueprint for Facebook Success. Here’s what Chris will be covering: Monday: Groups of Pages: Which Is Best to Build Relationships? Tuesday: Better to Be Best than First, Wednesday: Best Times of Day to Post on Facebook, Thursday: What Types of Content Generate the Best Response? Friday: Pull, Don’t Push