More Clients... Bigger Isn’t Always Better...

This is really a mental limiters conversation, but don’t think that you have nothing to offer the big guy. Don’t get me wrong, there are 1,000 groups that have a snooty 10,000 people that work for them who can be very difficult to get through to. That doesn’t mean you have something to offer everyone, but there are plenty of great cases and great studies that show David can still get Goliath.

The third group I ever spoke to did a million dollars a month, and they were local. They were an absolute name in his hometown. They politely chased off 3-4 banks every 6 months that would try to court them, as they had really good rates. That was enough to take the wind out of most sails that came along. I took a different approach.

I said, "Let’s pretend your brother-in-law has your account and Thanksgiving would be weird if you switched. That being said, it never hurts to keep an honest man honest, right? Just because he’s family by marriage, doesn’t mean he gets to retire off you. Knowing that you’ll never leave him, let me do a competitive quote against his numbers. That will allow you to see any problem areas (there probably aren’t any, 'cause he’s family, right?) and take them back to him to fix."

I didn’t know if it would work, but I knew I gave it a good shot. Heck, it might even be unfair to put that much poison in someone’s ear, but then I remembered it wasn’t actually their brother-in-law. They liked it and got us copies of their statements for us to review. We found they were overpaying $23,000 a year and they switched. They switched fast.

Recently, we spoke to a group that does $20M a month. Our approach wasn’t quite the same, as this wasn’t our first rodeo like it was back in the day, but it still knocked them clean out of their socks with $2M+ a year in savings and an additional $1M+ a year back to their nonprofit. It all went back to me speaking to a group that did, and still does, $1M monthly. I almost talked myself out of the approach, but as I said to myself then, “If I can’t ask these guys for the account, I don’t belong in this company.”

… And it’s my company.

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Doing Good Is Good Business

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