Is It Really a Deal Yet? Pt 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Are the ones that are going to close. Maybe they're doing this to educate themselves on the process.

It's all good. It's just they are going to drain our resources. And we want to be very, very careful not to spend too much time with client laters.

Client laters and deals later, they take a lot of resources. So what do we want to do? We want to focus most of our energy on the deal now people. The deal now is that we should be speaking to just about every week.

We should be sending them gifts. Have you guys read the book Giftology by John Rulon? If you haven't, check it out. It's a really good book.

It's how using gifting is a way to build. It's good for nurturing existing clients. And it's also good for winning new ones.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Is It Really a Deal Yet?

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results. Is categorize who it is in our pipeline that we're speaking with. or a deal now, meaning somebody is engaged, they're talking, they're going to all the steps, they're asking all the right questions, they are liquid, they are rolling over their 401k into an entity that can fund a deal, they are applying to the SBA, they're taking all the steps and they're making all the moves that are indicative of somebody that's serious and that is moving forward.

I call that person a client now, or in your case, a deal now. There's either a deal now or everybody else goes into the deal later bucket. Okay, here's the mistake we all make.

Mike doesn't make this mistake, but Scott does, I'm sure of it. I'm kidding. So here's a mistake that we make as salespeople.

We think if we're at least talking to them, we're in the game. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.

Why Now Is the Time to Raise Your Prices

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Your good clients expect your prices to go up. So put them up, right? And I get you might have a certain cadence to it, but I would encourage you all, and if you wanna talk offline about how to do it, I'm happy to do it, but I would encourage you guys today, look at what segment of clientele or what segment of services or what segment of product and raise those prices today.

I don't care if you just did them in September or January 1, whatever. Wherever you think you can raise your prices, raise them. Because if you're not getting the yes, but, you have not gotten to where your clientele is willing to, the upper end of where they're willing to pay. So I'd highly recommend that you guys do that. OK? All right? And so just keep asking the question. Get with your team. If we raise it 1%, a supermarket can raise it a quarter of a point. can go from 1.3 of assets under management to 1.6 or 1.4.

Whatever it is for you, look at where you can raise it and raise it, right? Because you will get to the place where you'll have your best clients, and you'll use pricing as a qualifier and you'll start to differentiate, here's why it matters. During volatile economic times, buyers defer to experts.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.