You know, after about 90 days of working with a new client, I stop to ask them, “Have we accomplished the goals that you set out to accomplish, and am I doing the things that I promised you that I would do?”
And fortunately, I get positive results 99% of the time. And I’m not saying this to brag. I’m more saying this to talk about the type of success that’s possible in a 90-day period of time.
If you really stop and have someone look at your business, or help you look at your business in a way that you haven’t looked at it in a while, because you’re too close to it, you know, really looking over your shoulder, you can achieve amazing results.
One of my more recent clients, Corby, actually wrote me a note after our first 90 days of working together, and what he told me was…
“You know, Rob, in honesty, my business hasn’t grown at all since we began to work together. It’s not that I don’t think that it will, but my business is totally different today than it was 90 days ago. 90 days ago, I was working with people, anybody that I could really run into that might generate a good fee or a good commission. I wasn’t living up to the standards that I have of really building a world class practice, taking care of the kinds of people that I really enjoy working with.”
“I wasn’t living up to the standards that I have of really building a world class practice, taking care of the kinds of people that I really enjoy working with.”
You know, in reality, what he was saying is his business was running him. He wasn’t running his own business.
But we spent some time looking at those things that were most important to him, establishing some good, clear goals, understanding who he really wanted to help, understanding how the new team that he built that was already in place but needed to have more clearly-defined roles, could work better together.
And I’m probably leaving something out, but the reality is spending time on your business, understanding what you really want it to look like, can create a great foundation for future growth.
And sometimes, you may have to put some things that you’re doing on pause. You may have to slow down some of those activities that are only leading you to more clients that you really don’t want to work with for the long run.
You may have to slow down so that the prospecting activities that you’re engaging in, you can sort them out and figure out which are really working best.
You need to slow down and understand what your clients are truly looking for, what do they really expect of you, what are you promising to them, and are you really doing it?
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It doesn’t have to take a long time. 90 days, when you think about it, relative to a long career of taking care of people, helping them achieve their financial goals, isn’t a long period of time.
But it could be the most important 90 days that you take in your business for many, many years to come.
Let me know how I can help.