Clients just won't tolerate you doing a good job anymore (and I imagine you don't either). The challenge is that lot's of firms are doing their best and it can be tough to see past what we're doing today and into what will take us way past "good".

People are used to "a good job", so there's nothing remarkable about it. We expect it, and when we get it, it doesn't inspire or motivate us anymore.

If you think about it a bit, when people thing about the efforts they put into things, and the results they get, there is often a mis-match. For example, most of us think that if we do a "poor job" at something, we'll get poor results - but it doesn't work that way. If we do a poor job at work, we get fired or passed over. If we do a poor job with our health we get sick or we die. If we do a poor job with our relationships we get single. If we do a poor job with our kids, they go to prison. A "poor job" doesn't give poor results, it gives us pain.

Similarly, if we do a "good job" people tend to expect good results - and that doesn't work either. When we do a "good job" we get poor results. Have you ever noticed after doing a good job on something that people often times don't notice, or they'll say "hey, that was great, can we take a look at...." and then they head off into some other conversation? A good job gives poor results and knowing this gives us an unfair advantage over everyone else out there trying to do a "good job". 

Now if we follow the sequence and do an "excellent job", we'll get good results. So how do we get incredible results and thrill our clients? We have to be outstanding. 

HINT: There are some very specific things you can do to leave "good" in the dirt and blow your clients away (and only a handful of other Advisors have these approaches).

To step out of the "good trap" there are some defining differences you'll have to make to your practice and that's where confidence will come from in this market. That's where business comes from too. Ready for some new success? Call me at 226.663.9082 or email me at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .