Clients Don‘t Stay Just Because You Do a Good Job

Did you know that 20%-70% of new clients either leave or have mentally checked out waiting for a better option within the first 100 days of using you. If you kept just 5% of those clients leaving you would increase your profits by 25%-100%.

Most service providers have been told over and over and over again that to keep clients happy you just simply need to do a good job and make sure they get results.

And while that is about 20% correct, there is so much more that needs to be thought about and a strategy put in place to ensure you are creating loyalty and deep emotional bonds between you and your clients.

In this ‘Get More Referrals Today’ podcast, I’ll explore client retention and why just doing a good job is not good enough, why sending client gifts at Christmas time is not a great decision (especially the way 95% of organisations do it) and all the little 1%ers that would change you client retention instantly.

In our world it’s all about “Activating Extraordinary Moments” throughout your whole business.

If you loved the episode, we would love for you to share it on and leave a review on your favourite podcast platform..

Don’t forget to subscribe to us on…

• ITunes
• Spotify
• YouTube
• Google Play
• Join The Consultant Tribe On Facebook Here – 
• How Remarkable and Profitable Is Your Business? Do The Scorecard And See How You Rate On The RPI Scale 

What if I told you that there was a sure fire way to accelerate loyalty, trust and influence in a way that doesn’t take years and years…

The two main things I hear from consultants all the time are that:

1. People do business with those that know them, like them and trust them.

2. It takes time, sometimes years, to build up such relationships to a level that allows business to happen.

What if I said no it doesn’t!!

And what if I said it doesn’t have anything to do with whether they like and trust you, but everything to do with how they ‘feel’ about you.

As humans we are hardwired to react, respond and interact with others in particular ways and as much as I love that everyone is so unique, in this area we are all so predictable.

There is a brain chemical called Oxytocin which all humans need and get everyday day from somewhere.

Oxytocin is often referred to as the love chemical and is the powerful brain chemical that make relationships work.

The thing is oxytocin makes us feel safe, it heightens trust and it makes us feel connected to the other person with deep bonds.

The easiest way to release oxytocin is through sex (so we’re not going down that path for our business ?), but the next best way to release it is through positive human interaction.

When you look at the image below you can see why it takes people so long to create loyalty, trust and influence.

Most people are doing level 2,3,4,5,6 activities. They are putting up content hoping one day, if I do it enough times, they will start to like me.

They are trying to add value to others or focusing on on the connection… BUT, the simple fact is this takes years and years and years.

When we take people up into the super green zone (a level 9,10) and start activating extraordinary moments the magic starts to happen.

Can you see how accelerating your profound relationships with prospects, clients, referral sources, your networks, contractors, partners, suppliers, would help fast track your business growth?

If so talk to us, as there isn’t anyone better at bringing neuroscience, human biology, primal instincts into growing your business and ‘activating extraordinary moments’ throughout your business.

PS: If you want to be around other people that can inspire you, challenge you, push you, so you win everyday and make a greater impact than ever before in your business, then send a message as we just might have the other people you’ve been looking for.

Last week I sat down with a good friend to record this episode of the ‘Get More Referrals’ podcast

Andrew Morello all about business growth and being impact in what he does.

From his early days working in his dad’s service station in Monee Ponds, to winning the 1st Australian apprentice and being mentored by Mark Bouris to being a co founder of The Entourage, Andrew has done a lot.

We go through business strategies, personal development, how us entrepreneurs can grow and a whole bunch of great gold nuggets along the way.

When you bring smart people together, inspiration, impact and ripple effects occur.

Don’t forget to subscribe to us on…

• ITunes
• Spotify
• YouTube
• Google Play
• Join The Consultant Tribe On Facebook Here – 
• How Remarkable and Profitable Is Your Business? Do The Scorecard And See How You Rate On The RPI Scale 

Let me tell you a remarkable story about context, persuasion and how it applies to just about everything in your business…

On January 12, 2007, a man just outside a subway station in Washington, started to play the violin.

He wore a baseball cap.  And over the course of 45 minutes, he played six pieces, including two by Bach and one by Schubert.

Because it was rush hour, it was crowded.  Exactly 1,097 people poured through the station, most of them on their way to work.

According to video footage, three minutes went by before anyone noticed whatsoever.

A middle aged man turned to notice the musician. He barely altered his gait, and then hurried to catch the next train.

Thirty seconds later, the violinist received his first tip: A woman threw a dollar bill into his open violin case.  She did it hurriedly, like someone flicking a cigarette butt to the curb.

A few minutes later, leaned against the wall to listen to him.  Three minutes later, the man looked at his watch and went to catch his train.

The one who seemed to pay the most attention was a three-year-old boy.  He was in tow at the hem of his mother’s skirt, hurriedly being dragged along, the kid’s head following the violinist even as he was being pulled away.

Several other children had the same reaction. All their parents, without exception, forced them to move on.

In the 45 minutes the musician played, only seven people stopped and stayed for any length of time.

About 20 gave him money but continued to walk their normal pace.

He collected $32.17.  No one applauded.

Only one person out of the 1,097 that passed through the arcade recognized the man.

She patiently waited for him to finish, then went up to say hello to Joshua Bell, one of the most celebrated musicians in the entire world who had agreed to take part in an unusual social experiment.

He had just played one of the most intricate pieces ever written with a violin worth $3.5 million dollars.

Three days earlier, Bell sold out a theater in Boston playing the same repertoire.  Average ticket price for that performance: $112.

So why am I telling you this today?

Well, there’s a lot to be drawn from this, obviously.

It’s not just a lesson to appreciate the beauty that’s around us every day.

It’s also a lesson that context is everything and that persuasion can’t be assumed or taken for granted.

The Limbic Effect methodology is filled with ways to provide that exact sort of persuasive context and trigger brain chemicals that accelerate trust, loyalty and influence with your prospects, clients, networks & referral sources.

When you ‘Limbic Brain’ your business, you create deep profound bonds, which lead to fasttrack growth in your business.

Do you need ideas on how to limbic brain your marketing to get prospects to buy? Or clients to retain and wow them? Or the language in your communications?

The bottom line is we can accelerate trust, loyalty and connection and we are the masters at it

PS: If you want to be around other people that can inspire you, challenge you, push you, so you win everyday and make a greater impact than ever before in your business, then send a message as we just might have the other people you’ve been looking for.

Most consultants believe that ‘adding value’ to others is the answer to accelerating influence and loyalty… But it’s not

One of the most asked questions I get from impact driven consultants, who are ready to fast track their growth is…

“How should I engage with my clients, my networks, my prospects, my social channels, my audiences to accelerate and gain trust, loyalty and influence”

Obviously it’s a great question.

The more trust, loyalty, influence you have, the more people will resonate with you.

The more someone resonates with you, the more they can respect you.

And the more someone resonates and respects you, the greater chance that you can inspire them.

When all 3 occur, that’s when the magic happens!

In this ‘Get More Referrals Today’ podcast I’ll walk you through the 4 levels of being inspirational and how you can achieve this in your consulting business.

Would love to hear your greatest insight below

PS: When you’re ready to use The Limbic Effect to fast track your business growth and tap into the part of the brain that controls all decision making and human behaviour, to build greater loyalty with clients, prospects or your networks… then just send over a message

Don’t forget to subscribe to us on…

• ITunes
• Spotify
• YouTube
• Google Play
• Join The Consultant Tribe On Facebook Here – 
• How Remarkable and Profitable Is Your Business? Do The Scorecard And See How You Rate On The RPI Scale 

Eventually when we just keep trying the same things with no result we eventually just give up…

I was in San Diego back in 2018 and visited the big marine aquarium on the bay

Honestly it is one of the best aquariums I’ve ever been to.

A marine biologist there was telling a story about an experiment that they had been doing, which is so relevant to the same way we tend to operate in our business and life.

They placed a shark into a large tank and then released several small bait fish into the tank.

As you would expect, the shark quickly swam around the tank, attacked and ate the smaller fish.

They then inserted a strong piece of clear fibreglass into the tank, creating two separate partitions. They put the shark on one side of the fiberglass and a new set of bait fish on the other.

Again, the shark quickly attacked. This time, however, the shark slammed into the glass divider and bounced off.

Undeterred, the shark kept repeating this behavior every few minutes to no avail. Meanwhile, the bait fish swam around unharmed.

Eventually, about an hour into the experiment, the shark gave up.

This experiment was repeated several dozen times over the next few weeks.

Each time, the shark got less aggressive and made fewer attempts to attack the bait fish, until eventually the shark got tired of hitting the fiberglass divider and simply stopped attacking altogether.

Here’s where it got interesting.

He then removed the fiberglass divider …

… but the shark didn’t attack.

The shark had been trained to believe a barrier existed, so the bait fish swam wherever they wished, free from harm.

Everyday I see consultants also with barriers in their own thinking.

They have been doing the same activities with little results, following the same scripts, or the same processes, or using the same tools and just hoping the result will be different one day.

But it never is

Our thinking is never challenged and therefore doesn’t change

We’re not surrounded by other high level successful people to see what they are doing

And the end result, we become mediocre, we do things to simply just tick the box, rather than trying to smash it out the park.

I truely believe that every consultant should be more remarkable in their business than they were yesterday.

More remarkable in how they market their business, how they nurture their prospects, how they interact and engage with their clients, how they create clients for life through the experiences they create and how they inspire thousands every day.

Being remarkable is not just about the actions you do. It’s about ‘being’ a certain way.

It’s about understanding how brain chemicals work and it’s about having a transformational mindset.

Today work on removing some of those barriers.

PS: If you want to be around other people that can inspire you, challenge you, push you, so you win everyday and make a greater impact than ever before in your business, then send a message as we just might have the other people you’ve been looking for.

What if I told you you don’t need to spend another cent on marketing EVER again

We have all heard the saying that the best form of marketing is through your current clients and retaining them for longer.

And it’s 110% true

Keeping clients for longer, no in fact LIFE, and turning them into a walking, talking, ranting, raving billboard is what our mindset should be at all stages of business.

Unfortunately we do so many little things that we aren’t even aware of that shoot us in the foot (yes me included) and the good news is, it’s so simple to fix

In this ‘Get More Referrals Today’ podcast I walk through the 9 key areas that we focus on with our tribe that will instantly improve your client retention and make your business more profitable.

• ITunes
• Spotify
• YouTube
• Google Play
• Join The Consultant Tribe On Facebook Here – 
• How Remarkable and Profitable Is Your Business? Do The Scorecard And See How You Rate On The RPI Scale 

3 Words I Hate (and so should you) …

I was playing around the other day with a bunch of words and I came up with the 3 words that I hate and I’m going to stop using immediately:

1. “THINK”
Thinking is weak and passive. Just yesterday I said to a young man at the butchers I use, “Charles, I think you’re doing a great job here.” I caught myself in the moment and said, “Charles, scratch that. You’re doing a great job here.”

Thinking is procrastination. People who need to “think about it” rarely get around to actually taking action.

And here’s the thing … In most cases there is nothing to THINK about!

Weigh your options quickly, DECIDE, and take action.

How many of us get caught in the mindless trap of:

Person 1: “What do you want for dinner?”

Person 2: “I don’t know.”

Person 1: ”How ’bout that place on 3rd Street?

Person 2: ”Nah, I don’t think I’m really in the mood for that.”

Person 1: “We could just order in.”

Person 2: “Nah, I think I want to go out.”

Person 1: “Okay, where?”

Person 2: “I’m not sure.”

UGH. And this can go on forever, right? Ever sit with someone like this when they’re trying to decide what to watch on Netflix?

Brutal. Look, this is no small thing …

Indecision ALWAYS leads to unhappiness. This kind of mindset bleeds into your life for the big important stuff too (like making the decision to what you need to do next to grow your business, retain more clients, make your business more remarkable)

2. “WISH”
Wishing is weak.
Stop wishing. Start DOING.

Weak Mindset: “I wish I had time to inspire my clients”
Strong Mindset: “I MAKE time to inspire my clients because it’s important.”

Weak Mindset: “I wish my business would grow. That would be awesome.”

Strong Mindset: “I’m taking the steps to grow my business and be more profitable because I’m not the kind of weak person who’s okay with settling for less than my true potential.”

You get the point. MAKE IT HAPPEN.

3. “HOPE”
Hoping is pointless. It’s another form of WEAKNESS and procrastination. If you WANT something to happen it’s on you to MAKE it happen.

Optimism is expected because we KNOW our actions lead to results. We don’t have to hope for them, we MUST work for them!

“I sure hope this will work …”

“I’m hoping I’ll get through my to do list today …”

Bulls*&t. There’s no “hope” about it. You either do what’s necessary, or you don’t.

None of these words serve you. I’m going to stop using them immediately.

Instead, using words like DOING … WORKING … KNOWING.

Being impactful, being inspirational, being decisive and taking action to MAKE IT HAPPEN.

I believe that all entrepreneurs, consultants, service providers have the ability to change the world, to smash it everyday and to transform others through their service.

The last thing we need is to hold ourselves back

PS: If you want to be around other people that can inspire you, challenge you, push you, so you win everyday and make a greater impact than ever before in your business, then send a message as we just might have the other people you’ve been looking for.

The Key To Referrals Is This…

I have this saying that is a great reminder as we go through life

“We don’t see what is there. We see what we are prepared to see, what we’ve been conditioned to see through our thought”

Once more I was reminded of that fact last week when I was on a call.

“I’ve always seen you as the referral guy” the other person said

BUT, I’m not sure that this is correct

Now don’t get me wrong I love referrals, but there is a reason why we are so brilliant at a) getting them and b) helping others become great at getting them

The big myth is that to get referrals you need to ask more, just do a good job, reach out to people, give people rewards, etc

The real fact is…. It’s not any of those things, it is actually how our brain is wired.

Tune in to this weeks ‘Get More Referrals Today’ podcast and I’ll let you in on the secret of humans.

FYI… even if you don’t need referrals, if your business deal with humans, if you seek to humans, hire humans, interact with humans, then you’re going to want to catch this one.

Don’t forget to subscribe to us on…

• ITunes
• Spotify
• YouTube
• Google Play
• Join The Consultant Tribe On Facebook Here – 
• How Remarkable and Profitable Is Your Business? Do The Scorecard And See How You Rate On The RPI Scale 

The more ‘WOW’ you become, the faster prospects will resonate with you. The more ‘WOW’ you become, the longer clients will stay with you. The more ‘WOW’ you become, the more your networks will want to help you.

Last spring I was walking in a park. A short distance ahead of me was a mum and her three-year-old daughter. The little girl was holding on to a string that was attached to a helium balloon.

All of a sudden, a sharp gust of wind took the balloon from the little girl. I braced myself for some screaming and crying.

But, no! As the little girl turned to watch her balloon go skyward, she gleefully shouted out, “Wow!”

I didn’t realize it at that moment, but that little girl taught me something.

Later that day, I received a phone call from a person with news of an unexpected problem.

I felt like responding with, “Oh no, what should we do?”

But remembering that little girl, I found myself saying, “Wow, that’s interesting! How can I help you?”

One thing’s for sure: Life’s always going to keep us off balance with its unexpected problems. That’s a given. What’s not preordained is our response. We can choose to be frustrated or fascinated.

No matter what the situation, a fascinated “Wow!” will always beat a frustrated “Oh, no.”

So the next time you experience one of life’s unexpected gusts, remember that little girl and make it a “Wow!” experience.

The sooner you can BECOME a ‘WOW’ person the sooner you change all the actions that you do each day to become greater.

If I’m being honest, very few people come close to having a wow way of ‘being’.

Their own daily problems, stresses, annoyances get in the way as they think more about survival than thriving.

* The focus on how do I survive
* How do I get in front
* How do I solve this problem

It’s this keeps us in doing mode, rather than being able to become more ‘wow’ on what we do.

Everyday I hear business owners make excuses to why they can’t do something.

Make excuses why things aren’t how they want it to be.

Make excuses to the lay of the land and blame all the outside forces.

The simple fact is everything… starts with the way you are being.

Today you have a choice to live with a WOW attitude or not.

PS: If you want to be around other people that can inspire you, challenge you, push you, so you win everyday and make a greater impact than ever before in your business, then send a message as we just might have the other people you’ve been looking for.