I am, here’s why: Ever hear of the 80/20 rule? You know, the theory that, in any given industry, 20% of the people do 80% of the business. So what happens to this rule during a recession?
For starters, you can bet that many of the 80% that weren’t doing the majority of the business got out all together, right? How many ex-Realtors or ex-mortgage brokers do you know? A lot I bet. Now, this also means that the 20% who do the majority of business are still in business. If you are part of the 20%, you have an opporutnity to pick up the slack and change the “rule” to 90/10, or even 95/5, right?
Even better, for those of you still working (and many times thriving) in your industry, there is an opportunity to go deeper with your clients, keeping in touch and getting feedback to make your relationship even more solid. There is also the opportunity to tighten up your Red Velvet Rope policy (from Book Yourself Solid, the concept of choosing to work only with those clients that inspire and energize you), narrowing and focusing your definition of your ideal client, and choosing only to work with the clients that provide the most energy and most inspiration to you.
How cool is that?
So, I want you to think about “going deep” with your clients. Talk to them about what they like about your relationship and what you could be doing better. Most of all, I welcome you to the new 10% (doing 90% of the business)!
