Client Trust

This came up recently for me and I thought I would pass on some thoughts.

We are a lot like the insurance industry. Shhhh.......don't tell anyone. It is our dirty little secret. Okay, what do I mean? The insurance industry doesn't sell a product. They have no product to offer you. They sell a promise. Ask any insurance person and, if they are being honest, they will tell you this.

We are selling a promise to. We don't have any products (unless you are Lisa Solomon and selling a nice watch). We don't have anything tangible. We sell our promise as well. Our promise is to advocate for our client.

When the client loses trust in us, or when we lose trust in the client, the item sold becomes worthless. We no longer are selling anything. It is a sham sale. It is useless and worthless and the client should not pay for it.

I recently had a client tell me that she didn't trust me. I just fired her. I explained it to her as nicely as possible and she understands. But, I had to do it. I couldn't offer her anything for her money once she lost trust in me.

Just a few thoughts to keep in mind when you are dealing with your clients.

-------Jonathan