Good morning all! It's an absolutely beautiful Sunday here in the Pacific Northwest and we're enjoying every minute of it.
I was thinking about our business today as I was driving and decided that, as tempting as it is to try and win every deal, it's even more important to communicate with our customer truly what we're about. If it's the lowest price, fine. I doubt any of us would want to be known for that. I don't know about you but I want to be known as the person who gets the job done above and beyond for my customer.
Yesterday and today, I've been emailing a potential client of mine because he really wants to buy a condo. It's a nice place and fairly expensive. Every step of the way I've been responding to his requests and giving him the necessary figures to see if he can make it work. Not once have I cheapened myself with a lower set of fees, etc. I really believe it's about value added.
In closing, I think it's important to show your customer how much you care. If we all do that, they will gladly pay us for our expert advice. Have a great day!
Paul
Paul McFadden
Paul,
Good post. It's better to sell on value than costs. When it all boils down to it, costs is just pennies per day, but value is for lifetime.
Jose,
Hi Paul, You're right..."People don't care how much you know until they know how much you care!" (Who originally said that anyway? Zig Zieglar??
Great Post! I believe that if more people stopped chasing the deal and working for almost nothing, then they would realize that you do better by setting yourself apart based on service and information versus price and rate.
John Thomas - Certified Mortgage Planner
Thanks, Jose. I appreciate it. It's always nice to hear about other converts!
Hi Kim: You're right. At least I know you and I sleep well at night as we have others interests at heart. Take care.
Thanks, John. I have to admit I'll always be tempted, but not for long! Have a great night!
Paul
Paul, awesome post! I've said this til I'm blue in the face...."If this is your YES, what will you have to say NO to to get it?" In other words, if you keep lowering your fees to please this one person, will you have to keep doing it to the next and the next and the next....
I glad to see other sharing my philosophy!
Thanks, Andrew. I think it's important that we not pander to our clients. You're right; if you do it once, where does it end? Have a nice evening!
Paul
Paul - great post. It is tough to build and maintain a bona-fide, sustainable business while being the "cheapest one on the block." When prospects ask me about my fees, I try to determine if they are intrerested in getting bargain basement prices or getting the maximum return on their investment.
If they are only looking for the cheapest, then we are not a good match. If they are, on the other hand, seeking a fair, firm price and a return on their investment, then we can continue the conversation.
Jackie: Thank you. I probably don't even go there. I'm pretty up front about what I charge and am clear about not being abig fan of shoppers. Take care.
Paul
Paul,
The overall. long-term value you give your customers will easily justify the charges. Of course we have to explain that to them and then they'll understand why the lowest rate most often is not the answer.
Esko: Thank you. I personally find that being upfront is what the customer wants. No surprises; they want to trust! Take care.
Paul