Recently, I was approached by a — frankly — VERY IDEAL client.  A professional practice owner. Who’s local to me.  Whose business goals are a perfect match for what I do best.

There was only one problem. She wasn’t referred to me.  Literally, she stumbled upon my website somehow and reached out for more information.  It’s not often I get new clients who either 1) haven’t seen me speak or 2) haven’t been referred by a current or previous client.  I’ll tell you why this is a problem in just a minute.

So, after our initial conversation, she signed on for my Client Cultivation BluePrint and asked to speak with some of my clients.  No problem-o.  I think she spoke with about four.  Payment was made. And soon, my work with her will start.  Quite honestly, I’m really looking forward to it.

So, where’s the problem?  

First — because she was coming to me without a passionate referral or introduction —  she experienced “sticker shock” when she heard my fees for private coaching.  Second — because she experienced sticker shock with my most exclusive program —  she chose something with less of a financial commitment.  I don’t blame her.  Essentially, I’m a complete unknown to her.  And she’s a savvy, very driven woman.  Now, will she double her numbers with the Client Cultivation Program?  I’m confident she will.  But, with private work, we could have tripled or even ten-timesed them.

So, lesson one:  FOCUS on the REFERRAL ENGINE of your business.  It’s not just the “best compliment” you can receive, as most referral requests state.  It’s the BEST client cultivator you can imagine.  Referrals are the HEART of my business. Referrals bring you clients who know how you work, what you charge, and what they can expect from you.  Referrals bring you clients who are — frankly — pre-sold on working with you.

It doesn’t get any better than that.

Moving on to Lesson TWO.  Remember those references you read above?  You know, about money and numbers?  I’m sure you remember. Those were the numbers you rolled your eyes at when you read them the first time:  doubling, tripling, ten-timesing. Is it possible, or am I full of $h*t? =)   P.S. I’m not full of it.  =)

I’m always humbled when I hear my clients talk about my work with them.  As if it were magical.  One coach and graphic designer turned a $249 investment (for a workshop I put on) into a $10,000 deposit — after learning how to package her PREMIUM offer. Another woman — a professional organizer — credits one of our conversations for literally tripling her income, almost over night. Another — a therapist — says that although she tolerates our political differences, lol… she meets with me because each time we talk, something amazing happens.  She recently birthed an entire new business — profitably — and is dramatically decreasing her dependence on insurance. I have another client — a massage therapy studio owner — who wanted to reach a certain number of “daily visits” for her studio.  Let’s just say we blew that original number out of the water. OFTEN and REPEATEDLY doubling or tripling it.

What’s my point, and where’s the lesson?  First, my clients rock.  Really.  Truly.

Lesson Two: IF these numbers and stories are real — and they are —  where’s the magic?  What’s my secret sauce?  WHERE do business breakthroughs like this LIVE? And how can you grab your piece of it?

Here’s the secret.  I’m well read.  A voracious reader.  A consummate student. Naturally curious about everything and everyone around me.  AND because of all of this “real life study” I engage in each and every day, I have a background of knowledge that I can tap into when I’m with my clients. People often ask me, “How’d you think of that?”

I don’t know.  Most times, I joke, I’m sure I stole it from somewhere else… some book I read 8 years ago or something.  But, the MAGIC is best defined by Gene Landrum.

Really quick.  Do you know Gene Landrum?  I bet you do.  He created the Chuck E. Cheese franchise, brilliantly combining RATS and Food. (??!!??) Anyway, I love him and he is definitely worth studying.  Here’s what he says about magic,

“Well-read people will wake up to magical solutions.”

So, there it is.  I HOPE you believe in magic.  The magic you can create, anyway.

Here’s to YOUR wild and unreasonable success! =) =)