There are good clients and there are bad clients. "Bad" clients take time, energy and focus away from your ideal clients – those you connect with, respect your time and experience. I’m not saying "bad" clients are "bad" people, I’m simply saying that they aren’t the best clients for you to be working with when it comes to ROI (return-on-investment).

By shifting your focus from attempting to serve any and all potential customers, to identifying and serving your ideal clients better, you will be free to not only increase your profitability, but more importantly, allow you to reclaim a sizable chunk of time and energy to reinvest into other areas that have a higher ROI. This upgrading process ultimately helps your viability and is continual, so keep losing the below average and average customers and replacing them with those that are loyal, profitable and enjoyable.

Some key points to keep in mind -

- Remember profitability and longevity is dependent on serving your ideal/best customer not every customer. It’s ok to lose customers that are too costly in time or energy.

- Pay attention to all customers for niche and innovation ideas, but get to know the top 20% of your customers so they refer to you as "their friend in real estate." Really take the time to understand:

• Why they use your service.
• What they want improved about their lives.
• How they feel and talk about you.
• How you can improve your service.

– Define your great clients as the ones that keep using your service and refer others consistently. Your "Raving Fans" should be the backbone of your business and are the most valuable part of your marketing plan. 

Tags : Advertising, Business Dynamics, Marketing, Marketing Plan, Prospecting, Sales Skills