Do You Turn Away Clients On a Regular Basis? You Should!

Here is how it works for me. I get a call from someone who has used me in the past for their home financing, or they were recommended by someone who knows my reputation.

They give me their scenario, and ask me if it is worth it to refinance their mortgage. After listening to what they have to say, it is clear to me that they don't need a mortgage, and that is what I tell them. Some of them are surprised that I would turn away business, some may actually disagree, so I explain why, and some just say "thank you" and hang up.

I can't tell you how many times this has happened to me on a monthly basis, but it happens more often than you'd think. While I love new business, the worst thing any professional can do is to sell their client something they don't need.

There are three reasons why:

The first is that it is dishonest, period.

The second is that at some point your client may discover you took advantage of them, and you will not only lose that client, but anyone else that ever asks them for a recommendation in your field. You will acquire a reputation for dishonesty, and that is a really bad reputation to have in any profession.

The third and best reason to turn away business that you know is not necessary, is that by turning away that client, besides doing the right thing, you may have actually gained a client for life. You have cemented a level of trust that is far deeper than any marketing strategy you may have. They may even share their experience with others as an added bonus.

Clients are hard to come by, if you're in business you already know that. A loyal client is the best client you can have.

Do you turn away clients?