Randy is an attorney who brags he can identify a future Best Client in 15 minutes or less. It used to take him 1-2 hours, and the criteria was whether he get them to hire his firm. How'd he do this? He rewired his brain by asking himself a question.
Now for some neuroscience.
The hippocampus is the region of your brain that decides what information to store or retrieve. The hippocampus' main criteria for storage is repetition. Asking a question multiple times makes your brain pay attention and provide answers.
What did Randy ask himself over and over?
"How do we [his law firm] improve our client's business?"
Note: Randy is not refining "What we do" but rather "What the client can do because of what we do."
Asking this question once is interesting and provokes some thought. Asking it repeatedly forces Randy's brain to continually look for the answer in different circumstances.
Randy didn't stop there. He got everyone at his firm thinking this way so they all rewired their brains. Within 18 months, Randy had:
More people generating business
The business they generate is all Best Clients
These Best Clients buy from these additional rainmakers faster than when Randy was the firm's dominant rainmaker.
The attorneys at Randy's firm are doing great work for great clients and able to see their impact every day. The Great Resignation gave Randy's firm a pass.
Randy's firm has the same personnel and the same management structure. Their brand has evolved to match their new thinking, but they haven't "re-invented" themselves in the market.
Why does asking how you improve your client's business work these wonders? Because that is what your clients are asking themselves. Think Like Your Best Clients and it is easy to build trust. Building trust is the expressway to booking great clients.
Ask your brain a question repeatedly. Hippocampus is region that decides what to store/retrieve. Asking "How do you improve the client's business?" once is OK. Asking it repeatedly will prompt your brain to continually look for the answer.
Randy was a client of mine. If you want earn more without working harder like Randy, click the Let's Connect button.
