The 2 Ts
These 2 Ts are the foundational elements of our profession.
I am sure you can guess them.
They are “TRUST and TRUTH”.
We are not in the Money Business; We are in the Trust Business.
We are also not in the Convincing Business; We are in the Truth Business.
You don’t have to convince anyone. You simply have to speak the Truth and deliver a client experience that evokes Trust. The people who truly value you for who you are and what you can deliver (Trust, Truth, and Expertise) will sign up with you.
Think about a world class doctor. This doctor will never convince you. She/He will thoroughly diagnose you by getting you to go through their process. You will get the comfort and security that they have truly understood your problem or situation. Voila! Trust is established.
The same applies to us.
Thoroughly Diagnose your prospective clients.
Have a world class process and client experience. Let your prospective clients experience something they have never experienced before.
Do you still think you have to convince prospective clients?